INSIGHTS UNDERSTAND WHAT YOU MEASURE IS WHAT YOU VALUE. BUT SUPPOSE YOU DON’T KNOW WHAT’S VALUABLE; WHAT DO YOU MEASURE? INSIGHTS IN THIS GUIDE Data is relevant, but numbers alone don’t mean anything. Two out of ten. What does that mean? Two out of ten times you get in your car, you have an accident. […]
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INSIGHTS SALES IS INHERENTLY COMPETITIVE WITH UNDERLYING STRUCTURES THAT REINFORCE THAT COMPETITIVENESS. AND SALES TEAMS RELY ON TEAMWORK TO ACHIEVE MEANINGFUL RESULTS. HOWEVER, THE NATURE OF EACH INTERFERES WITH THE OTHER. INSIGHTS IN THIS GUIDE The sales team’s culture and your organization’s strategy and execution create the customer experience. So, suppose your sales team’s culture
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INSIGHTS WHEN YOU GET A QUOTA THAT SCARES YOU, THAT FEELING OF FEAR, IT’S CALLED GROWTH. ARTICLE INSIGHTS Many companies experienced quota attainment drops in the last decade. In 2011, it was about 64%. In 2016 it was about 50%. In 2020, it dipped below 30%. That means more than half of sales reps miss
Why Sales Teams Miss Quota | Top Sales Leader’s Insights Read More »
INSIGHTS THE KEY PHRASE TO START YOUR SALES LEADER FEEDBACK: “IT WOULD BE IRRESPONSIBLE OF ME TO ALLOW THIS MADNESS TO CONTINUE AND NOT SAY SOMETHING.” WRITE THAT DOWN. HOW TO GIVE YOUR SALES LEADER FEEDBACK TO GROW YOUR SALES ARTICLE INSIGHTS I commonly hear from sales managers and leads that providing negative feedback to
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INSIGHTS THINK OF YOUR PERFECT FIRST SALES LEADER AS A UNICORN. SO RARE THAT THEY ARE LIKELY NOT ON THE OPEN MARKET. https://youtu.be/8BhCKe1pFxk Think of your perfect first sales leader as a unicorn. So rare that they are likely not on the open market. If your organization were genuinely worthy of a unicorn, you wouldn’t
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INSIGHTS MISSED QUOTAS AND NEGATIVE ATTITUDES ARE VERY CONTAGIOUS, LIKE A SICKNESS. ONCE ONE PERSON HAS IT, IT CAN SPREAD LIKE CRAZY, EVEN TO YOUR TOP PERFORMERS. TABLE OF CONTENTS There are negative and disruptive sales reps that have low numbers. And then there are negative and disruptive sales reps that are hitting quotas. You
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INSIGHTS THE MOMENT YOU ASK YOURSELF WHETHER OR NOT YOU HAVE THE RIGHT SALES LEADER, TYPICALLY, IT’S ALREADY TOO LATE. https://youtu.be/sWV0exBtOZM Scowl the web, and you will find many articles that list numerous reasons you should terminate your sales leader. Often, articles list many responsibilities, duties, or traits neglected by a sales leader that distinguishes
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INSIGHTS WHEN SALES TALENT TRIES TO QUIT, YOU REALISTICALLY HAVE TWO OPTIONS. YOU CAN LET THEM RESIGN, OR YOU CAN TRY AND SAVE THEM. ARTICLE INSIGHTS Most CEOs and sales leaders in this situation, where strong, high achieving sales reps try to quit, will sit that individual down and ask them: “Why are they trying to
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INSIGHTS I NEVER TRUST A SALESPERSON THAT TELLS ME IT’S NOT ABOUT THE MONEY BECAUSE YOU ONLY USE THAT EXCUSE WHEN YOU’RE HIDING SOMETHING MUCH WORSE. Key insights in this guide include: So, how should you pay your salespeople? Your compensation structure is an integral factor. You want to incentivize more of the behaviors and results
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INSIGHTS IF YOUR SALES LEADER DOESN’T KNOW HOW TO SELL, WORK CREATIVELY WITHIN A PROCESS, RECRUIT TOP TALENT AND DEVELOP THEM FURTHER, YOU DON’T HAVE A SALES LEADER. AT BEST, YOU HAVE AN EXPENSIVE BABYSITTER. Key insights in this guide include: So, how do you evaluate a sales leader? Founders and business leaders can systematically assess
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