Why do so many SMBs have under-performing sales teams?
Sales is a complex beast. There are so many aspects to it, and it’s unpredictable. However, that’s not the reason many SMBs have sales teams with something to be desired. It’s the underlying nature of small business that makes creating a high-performing sales team...
Why sales is the hardest area to systematize
Most small businesses do not have much of a formalized sales system, or any for that matter. They have great systems in their operations but are generally devoid of a sales system. Why? It’s hard to take a squishy process like sales and apply the same type systems...
Have you ever wanted to strangle the sales team?
If you answered no, you are one of the lucky few. Salespeople can be frustrating. The entire sales function is frustrating because it feels hard to control. When we are out of control is easy to get frustrated. What’s frustrating for us is seeing business owners in an...
Why sales is like a middle child
Why is your sales function like a middle child? Middle children are the easy ones. They’re built to be quiet and get along. Your sales department is the same way. Just like an ignored middle child doesn’t whine to mom and dad, a neglected sales function doesn’t make...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 →