The non-financial cost of a broken sales function
It’s easy to daydream about all the lost sales that a better-performing sales department could recover. But dollars aren’t the only cost. If you have a sales function not performing at its best, you have “the itch that can’t be...
Phantom costs could be killing your profits
I love a good bargain as much as the next person, but I learned a valuable lesson about phantom costs. That is, those costs that don’t show up on your income statement but drain profits. Everyone has heard the saying “good things are cheap, and she things...
The cost of a manger-less sales team
It’s not easy to manage a small salesforce. There are only five ways to manage a small sales team, and all of them have warts. Many business owners see the cost benefits of an empty seat of a sales leader or attempting to squeeze in time to lead the sales team...
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 is, just like football, the coach and the team matter. Patrick Mahomes is an...
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 happen to them. Business owners may not pour too many resources into a house....Recent Posts
Sales Secret #1: DISC Profiling
First used by the U.S. Army in the 1940s, DISC personality profiling has remained a powerful and well-kept secret until recently. While tons of personality profiling systems exist, DISC is special because it allows you to quickly categorize someone AND predict their behavior. This ability to predict the person’s motivation and future behavior makes DISC... Read more →
Elevating Your Sales Strategy Through Better Processes
In the competitive arena of modern sales, excellence is not just closing deals but also coaching sales reps to ensure constant improvement and leveraging automation to drive consistency. At a high level, this guide explores the nuances of crafting a sales strategy that meets targets and ensures sustainable growth and success. Crafting a Winning Sales... Read more →