Halfway Through the Year: Does Your Sales Plan Still Add Up
Half the year is gone. Here’s how to pressure test the number you set in January, and still change the outcome before year end. Mid-year is the ideal time to step back, pressure-test your sales goal, and determine whether the current plan is still realistic. Most of the owners and leaders I talk to set […]
Are You Selling to the Right People? Why Industry Positioning Is the Foundation of Sales Success
A busy sales team and a growing business are not the same thing. It is entirely possible to have a team making calls, filling pipelines, attending meetings, and putting together proposals, and still find that the results at the end of the quarter do not match the effort. Win rates are inconsistent. Deals stall without […]
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 […]
