Blog
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.
I’ve never met a business owner who said, “I love managing sales!”
Even if you're a former salesperson, managing the sales team isn't at the top of your fun activities list. It can be a frustrating cat-herding experience that’s hard to measure...
Why is the sales function such a PIA?
Most business owners have a complaint or two about their sales function. However, we need to break business owners into two groups, those who are salesy and those who are not....
Are your salespeople just bad or under-managed?
Most business owners have had a "loser" salesperson become a rock star for another company. Maybe you have taken an average performer and turned them into a rockstar? The point...
Hollywood calling – Sequel to “The Money Pit” starring your sales team
In the movie The Money Pit, Tom Hanks and Shelly Long lost most of their money and sanity, pouring it into a money pit of a house. If business owners aren't careful, the same can...
Why is excellence in the sales department so hard?
We've seen so many operationally excellent companies that can’t operate nearly as well in the sales arena. Many are crushing it in every aspect of business except sales. There...
Cough medicine for sales
Which stinks more, the cough or the cough syrup? Many SMBs have “the itch you can’t seem to scratch” . That is, they know they can and should be doing better in their sales...
It’s not lack of big ideas that’s holding you back
Most business owners would admit that their sales department could be producing more. Human psychology leads us to believe that the reason for this gap is that we are missing...
This business problem is not worth fixing (hint, it’s not sales)
I don’t want to count how many business owners I’ve heard say something like, “I need to invest more time with the sales team; it could really make a difference.” Every business...
How Motivation Theory can help you decide which problems to fix
Classic motivation theory states that there are three aspects of motivation. First, you must desire the outcome or reward. Second, you must feel you have the ability to achieve...
When I don’t know what to do, I do nothing…and it’s killing my business
No one would ever admit to this, but it’s human nature not to venture out into the unknown without reason. We are still wired to avoid the sabertoothed tiger that may be lurking....
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