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The conventional sales wisdom says that increasing sales is best accomplished by improving the quality of the sales team. For the Fortune 500, investing hundreds of thousands of dollars in training, recruiting and paying top-tier talent is a viable strategy.
Why do so many SMBs have under-performing sales teams?
Sales is a complex beast. There are so many aspects to it, and it’s unpredictable. However, that’s not the reason many SMBs have sales teams with something to be desired. It’s...
Why sales is the hardest area to systematize
Most small businesses do not have much of a formalized sales system, or any for that matter. They have great systems in their operations but are generally devoid of a sales...
Have you ever wanted to strangle the sales team?
If you answered no, you are one of the lucky few. Salespeople can be frustrating. The entire sales function is frustrating because it feels hard to control. When we are out of...
Why sales is like a middle child
Why is your sales function like a middle child? Middle children are the easy ones. They’re built to be quiet and get along. Your sales department is the same way. Just like an...
Five bad ways to manage a sales team and one decent one
There’s no perfect method to manage a small sales team. Technically, having a small team is a diseconomy of scale. There are not enough salespeople to afford a great full-time...
Option 1: No sales manager
You wouldn’t let the inmates run the asylum, so why let salespeople run the sales department? You might be saying, “I’m not crazy enough to let the salespeople run the sales,”...
Option 2: Owner-managed sales team
Many companies with small sales forces have an owner-managed sales team. On paper, it’s a great idea. You avoid the significant cost of a full-time sales leader while...
Option 3: High-caliber sales leader
This option is high cost, high results and is fairly rare to see. Sure, the results are stellar, but the cost is high. We’ve only seen a handful of companies with small sales...
Option 4: Inexpensive sales leader
Don’t bother. This option creates nothing more than a sales babysitter. Most companies need more than someone to keep an eye on the sales team. Companies need a sales leader who...
Option 5: Salesperson promoted to sales leader or dual roles
Double don’t bother. This is a trainwreck in the making. This option seems like a winner but isn’t. There are two ways this option typically plays out. The first has the...
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