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. For mid-sized and smaller businesses, “buying your way out of the problem” is not a viable option. So how do you improve performance of the sales function and keep the sales team you have? It’s not easy, but it is possible. We have studied top-performing sales teams of 10 or less and discovered hundreds of best practices that allow them to perform like Fortune 500 teams for a fraction of the cost. If you would like to learn about these best practices and our best practices audit, please complete the form below.
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 businesses, the real culprit is time shortage. Business... Read more →