INSIGHTS If you hit a plateau, it’s not a failure. It’s only failure if your team makes it the new baseline. INSIGHTS IN THIS GUIDE So, you came up with a vision, executed it, and your target market loved it. Then one day, things start to change; sales growth slows, progress slows, revenue slows, even […]
Why Do Sales Teams Plateau? Don’t Make It Your Baseline Read More »
INSIGHTS I HAVE A LITTLE BIT OF A CONTRARIAN VIEW ON TREATING SALES AS A NUMBERS GAME, MAINLY BECAUSE I’VE SEEN SALES DEPARTMENTS IN ACTION AND SALES LEADERS RIP THEIR HAIR OUT. INSIGHTS IN THIS GUIDE I’ve heard it from sales managers, sales experts, and all other sales professionals: “Sales is all about numbers. More
Is Sales A Numbers Game? Debunking The Myth Read More »
INSIGHTS INSIGHTS WHAT YOU WANT IS EVERY BUSINESS OWNER’S DREAM. A TEAM OF TOP SALES PERFORMERS INCENTIVIZED TO SELL THAT COMMISSION-ONLY JOB. You’re probably looking at it from a: “prove you earned this role” perspective, but I’m going to be honest with you, and the truth may hurt. Most business owners use 100% sales commission
Should You Have A 100% Commission Sales Team? The Truth Read More »
INSIGHTS THERE ARE PROBABLY 100 OTHER THINGS I COULD SAY ON THE HIRING PROCESS, ESPECIALLY FOR FOUNDERS HIRING THEIR FIRST SALESPERSON OR BUILDING THEIR FIRST SALES TEAM. I get this question a lot. I want to clarify that I need to know the situation’s specifics before advising founders. I will go too far down the
How to Hire Your First Salesperson | Founders Guide Read More »
INSIGHTS FACT: BUSINESS OWNERS WHO ARE NOT CONFIDENT ENOUGH TO MAKE DECISIONS INDEPENDENTLY WILL NEVER ACTUALIZE THEIR TRUE POTENTIAL. INSIGHTS Constantly using your team as a scapegoat prevents you from playing a bigger game. When you come across an idea that you like, why would you not? This article discusses the importance of goal setting for business growth in
Business Growth Goals | Rule Number One Read More »
INSIGHTS YOU’VE GOT A MILLION GREAT IDEAS, AND YOU WANT THEM ALL TO BE PERFECT. BUT OVER COMPLICATING THINGS AND TRYING TO DO TOO MUCH ULTIMATELY PREVENTS PROGRESS. INSIGHTS IN THIS GUIDE Respecting the mediocrity of the game means you have to simplify. Understand that most people will not catch on to your complex solutions.
Stop Over-Complicating Your Sales Strategy & Make Progress Read More »
INSIGHTS SURE, YOU MAY HAVE BEEN A GOOD SALESPERSON AT SOME POINT; BUT EFFECTIVE SALES LEADERS HAVE MORE THAN AN ABILITY TO CLOSE DEALS. TABLE OF CONTENTS You feel you’ve done everything right, and somehow sales are still down. You’ve trained the sales team on the new process. You’ve adopted a new CRM, tech stack and hired
Four Sales Leader Styles But Only One Yields Success Read More »
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.
Best North Star Metric for Startups | Hint It’s Unmeasurable Read More »
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
Why Sales Teams Fail? And How To Ensure Its Success Read More »
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 »
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