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 […]
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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
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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
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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
Your Top Sales Rep Wants To Quit | Let Them & Here’s Why Read More »
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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INSIGHTS EIGHTY PERCENT OF ALL TURNOVER IS ATTRIBUTED TO A POOR HIRING PROCESS, AND TURNOVER AMONG SALES LEADERS IS HIGHER THAN ANY OTHER POSITION ACROSS ALL INDUSTRIES. DON’T MAKE THE SAME MISTAKES AS EVERYBODY ELSE; FIX YOUR HIRING PROCESS NOW. https://youtu.be/ucNllaTCRmo So, how do you hire the best sales leader? During the hiring process, you need
How To Hire The Best Sales Leader | A Founders & CEO Guide Read More »
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