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
Statistically, a player-coach is a bad idea for your sales team
In Major League Baseball MLB since there have been player-coaches Of those player-coaches only one team won a championship with a player-coach That team was Read more →
Deep Dive: Should You Promote Your Top Salesperson to Management?
Article by Ben Klopfer Deep Dive Should You Promote Your Top Salesperson to Management In a competitive business landscape it is common for companies to Read more →