Before you hire new sales people, coach up?
by Chris Anderson As a small to medium-sized business leader, you may be faced with the question of whether to invest in sales coaching for your existing team or to hire new salespeople. Both options have their benefits and drawbacks, and the decision ultimately...
Benefits of Outsourced Sales Management
by Ben Klopfer If you’re a small business owner, you may feel like you’re constantly juggling multiple roles. I’ve been there–and I know I certainly did! We all have strengths in our own areas. Mine happens to be in sales. The majority of...
The Negative Impact of Stretching Yourself to Thin
Regardless of your personal opinions on mental health, it’s important to remain cognizant of your impact on others. Especially as an owner/manager. I had recently read this article by Tracy Bower, and I was struck by the stat she started with. “…for almost 70%...
Stop Selling like it is 1985
Sales management needs to develop new strategies, techniques, and training to bring the organization’s sales and marketing system into the 21st century. Many firms and individuals still sell using methods from the last century. Here is a comparison of...
Typical Sales Management
It’s easy to laugh at a cartoon like this one, but we all have fallen victim to manage like this. The “more, more, more” plan destroys morale more than any increase in sales can justify, so how do you increase sales without the beat down? For small...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 →