Establishing Revenue Goals That Drive Growth and Success
As we approach year-end, sales teams are hustling to close Q4 strong, while executives look ahead, setting goals for the new fiscal year. This article provides guidance on how to take a strategic, bottom-up approach to establishing revenue goals that drive success instead of frustration. In my experience with small and mid-sized businesses, I often […]
Does Your Sales Dashboard Provide Powerful Insight?
Utilizing a sales dashboard can bring your company success and smooth out wrinkles in your sales process.
How Does a Fractional VP Sales Make an Impact?
I have found it common that small and mid-sized business Owners/CEOs can have great frustration over their sales results. When they learn about a sales builder who can help, they are curious to learn more. During our initial conversation they often have the following two reactions. First, they recognize that my diagnosis of what’s causing their […]
How Should I Structure My Sales Team to Meet Growth Goals?
While the right sales structure is different for every organization, a successful sales team consists of specific role types that have unique skill sets. It takes a very different combination of skills to keep current customers happy versus landing new accounts, and let’s not forget the internal support roles needed to keep salespeople selling. “Right […]
At a Loss for How to Fix Your Sales Results?
A common problem my Fractional Sales Leader colleagues and I see when sales teams are underperforming is that the owner or top executive makes assumptions on what needs to be fixed. When we enter a client setting, they have usually tried a myriad of solutions, spent significant dollars, and wasted precious time without improving their […]
How Can AI Make Your Sales More Efficient?
In today’s highly competitive world, increasing sales effectiveness is not just a goal; its a necessity. Business leaders can’t sit back and wish for sales problems to get better. They need to take proactive measures to enhance the performance of their salespeople. Taking a lead role by identifying new tools and process improvements that enable […]
When Should You Hire a Fractional Sales Leader?
As a top executive, you know that sales are critical to your company’s success. If you are the person leading your sales team then you know how much time and energy it takes, not to mention that you still have other critical aspects of the business to oversee. You might be wondering if it’s time […]
Is the Time You Spend Networking Paying Off?
Are you wondering why your networking efforts aren’t producing leads? Have you or your salespeople made the personal investment in attending networking events, and holding follow-up 1:1’s, but you can’t quite seem to create productive business relationships? If that sounds familiar, you are certainly not alone. I’ve built my business largely through referrals, but it […]
How Much of My Time Is Needed If I Hire a Fractional Sales Leader?
The million-dollar question for every business usually revolves around time. Can my current sales team generate enough sales pipeline to meet our growth goals this year? If not, how long will it take me to diagnose and fix the problems hindering their success? It’s usually this challenge that drives small and mid-sized business owners to […]
How Do I Know if I Have the Right Salespeople?
Is your revenue growing at the right pace to hit your company goals? If you’re like many of the owners and top executives I encounter, you may be questioning whether you have the right salespeople to take your business to the next level. Sure, your current team knows the industry and generally hits their numbers, […]