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 could have fixed this years ago, but I figured it would go away
Never in the history of business has someone said, “Gosh, I fired them too soon.” Thousands of business owners have said, “Gosh, I should’ve fired them two years ago.” I don’t...
Are black and white thinkers bad at sales?
Sales is the least predictable area of business. Sometimes it feels like you are throwing stuff at the wall, knowing that some of it will work, but never knowing which part. If...
The scourge of small business
Every small business has the same problem, diseconomies of scale. What does that mean? You never need an integer of anything. You need 1.5 machines for the factory, 3.4 delivery...
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...
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