The scourge of small business

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 drivers, .3 controllers, etc. There’s never enough scale to have the perfect number of...
Why do so many SMBs have under-performing sales teams?

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 the underlying nature of small business that makes creating a high-performing sales team...
Why sales is the hardest area to systematize

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 system. Why? It’s hard to take a squishy process like sales and apply the same type systems...
Have you ever wanted to strangle the sales team?

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 control is easy to get frustrated. What’s frustrating for us is seeing business owners in an...
Why sales is like a middle child

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 ignored middle child doesn’t whine to mom and dad, a neglected sales function doesn’t make...