The Keys to Successful Sales Onboarding
Learn essential strategies for designing a successful sales onboarding program. This includes clear planning and support for new hires.
Want the Secret to Successful Networking?
Having a strong network and being an active contributor demonstrates your value as a business leader. Being well-connected makes you a more impactful resource within your company and in your specialized field. Through networking, you gain insider information that puts you ahead of the competition, secure introductions to the right contacts through mutual connections, and […]
Elevating Sales Performance Through Strategic Quarterly Reviews
Salespeople require more frequent evaluation than other employees because their performance directly impacts revenue. Waiting a year for a formal review can be disastrous. A well-designed quarterly review process guides salespeople toward both revenue and career goals. Let’s dive into what makes a sales performance review effective and how to build one that drives results. […]
Navigating Growing Pains: A Family Business Success Story
Two siblings had just finished their first quarter as the new owners of the business their grandfather had established from grass roots and their father invested decades of his life developing. While the plan had always been for the adult children to take ownership when the time was right, the succession plan hadn’t accounted for […]
How Do I Calculate the Right Sales Pipeline Volume?
Top executives commonly miss having a well-established pipeline strategy that is critical in driving “the right” sales activities and volume to meet predefined revenue goals. A reliable pipeline also enables a company to proactively plan for scaling operations to support growth. In this article I’ll outline the key components to guide your pipeline methodology development. […]
Can a CRM Really Fix My Sales Team
If you keep hearing that you need to upgrade your Customer Relationship Management (CRM) system to hit your sales goals, this article should help you avoid the staggering CRM failure rates abundantly published through the years. Can a CRM Really Fix My Sales Team? The answer is simple… No. CRM effectiveness remains a problem across […]
Does Your Sales Process Generate Predictable Results?
We’ve all experienced it; our salesperson tells us about that big deal that’s as good as done. Their prospect is showing solid buying signals after they verified strong alignment and generated genuine interest. But then, as the sales cycle progresses, there’s a noticeable shift in buyer engagement, leaving your seller baffled about why they’re losing […]
How to Maximize Your Next Sales Investment
Are you striving to boost your sales and improve your bottom line, but feel overwhelmed by the vast number of options? You are not alone. In a world filled with countless sales strategies, platforms, and tools, the challenge of choosing the right investment for your sales department can seem daunting, but it doesn’t have to […]
Assign Selling Quotas that Drive Growth
Whether your company has a single salesperson or a full sales team, translating your company-level sales goal into smart, attainable sales quotas notably increases your ability to achieve your goal. It also creates a path to scale your sales team as additional sales coverage is justified. A recent survey revealed that only 28% of small […]
How to Set-up Your Next Sales Leader for Success
Any business executive who has hired the wrong sales leader knows how detrimental it is to your business. The process of finding or replacing a sales leader can be a perilous journey fraught with multiple risks to the organization. Those about to embark on hiring a sales leader are wise to recognize the importance of […]