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 business forward in some way. It’s a lot like having a big pile of dirt behind 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 manager. There’s a 90+% chance that a negative scenario like the one below will...
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 how well you are doing. There are no right answers. If you’d like to find...
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. The salesy group tends to be more patient with the sales team because they are wired...
The itch business owners can never scratch
“I know in my heart of hearts we can be doing much better in the sales department.” You don’t want to know how many business owners I’ve heard say something like this. It’s the itch owners just can’t seem to scratch. It wakes you up...Recent Posts
Phantom costs could be killing your profits
I love a good bargain as much as the next person, but I learned a valuable lesson about phantom costs. That is, those costs that don’t show up on your income statement but drain profits. Everyone has heard the saying “good things are cheap, and she things are good,” however, we tend to forget it... Read more →
What is the upside to having a Proven Repeatable Sales Process?
A few years back, I was hired by a manufacturing company who was doing 7-8 million dollars in sales per years. They had been in business about 20 years and had experienced a few growth spurts, but were now in a stagnant position the past few years They were struggling to hit the next level. ... Read more →