Blog
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.
The non-financial cost of a broken sales function
It's easy to daydream about all the lost sales that a better-performing sales department could recover. But dollars aren't the only cost. If you have a sales function not...
The cost of a manger-less sales team
It's not easy to manage a small salesforce. There are only five ways to manage a small sales team, and all of them have warts. Many business owners see the cost benefits of an...
Have you ever felt like this?
My apologies; I love analogies. As a lifelong business owner, this is my best attempt to explain how I feel about my business. Every day, I go to work attempting to move the...
Why did I promote my best salesperson to sales manager?
Generally, avoid promoting a good salesperson to the sales manager or Sales VP position. Let me rephrase. You should not promote your good salesperson to become your bad sales...
I’ve never met a business owner who said, “I love managing sales!”
Even if you're a former salesperson, managing the sales team isn't at the top of your fun activities list. It can be a frustrating cat-herding experience that’s hard to measure...
Why is the sales function such a PIA?
Most business owners have a complaint or two about their sales function. However, we need to break business owners into two groups, those who are salesy and those who are not....
Are your salespeople just bad or under-managed?
Most business owners have had a "loser" salesperson become a rock star for another company. Maybe you have taken an average performer and turned them into a rockstar? The point...
Hollywood calling – Sequel to “The Money Pit” starring your sales team
In the movie The Money Pit, Tom Hanks and Shelly Long lost most of their money and sanity, pouring it into a money pit of a house. If business owners aren't careful, the same can...
Why is excellence in the sales department so hard?
We've seen so many operationally excellent companies that can’t operate nearly as well in the sales arena. Many are crushing it in every aspect of business except sales. There...
Cough medicine for sales
Which stinks more, the cough or the cough syrup? Many SMBs have “the itch you can’t seem to scratch” . That is, they know they can and should be doing better in their sales...
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