INSIGHTS Understand this first: culture is your competitive advantage. But core values support that company culture. Core values are fundamental. They support company culture and, consequently, your sales performance and profits. I witness the importance of the company’s core values daily. Core values define company culture, inform businesses’ strategic plans, and drive sales activities and performance. The …
INSIGHTS Classifying a sales lead boils down to classifying MQLs and SQLs. But know that classifying leads and discovery are different. Every great lead generation strategy has a finely-tuned lead qualification and discovery process that guides your business relationship and approach with your potential customer. However, most companies learn to categorize leads using lead qualification frameworks and …
How to Classify Sales Leads | Company-Centric Activities Read More »
INSIGHTS Regardless of the economy, quality talent is scarce. And it continues to decline as less qualified individuals enter or stay in the job market. Technically, you can find sales professionals everywhere. They’re at the mall. They’re at car dealerships. They’re on the phone and in your inbox. You can find salespeople anywhere. But that …
Where to Find Salespeople | Top Sales Leader’s Thoughts Read More »
INSIGHTS Only mediocre salespeople use excuses to justify why they can’t hit their numbers. I’ve heard it all, and chances so have you. Sales excuses are devices that justify why someone can’t, won’t (or didn’t) do something. Often, they are lies and self-fulfilling prophecies selling you and your business short. A serial excuse-maker – a …
INSIGHTS Salespeople quit for a whole host of reasons. But let me say this: turnover on its own is not bad. There’s the wrong turnover and the right turnover. You need to know the difference. So, why do sales representatives quit? Sales reps leave for many reasons, primarily due to poor compensation structures. However, it …
Why Do Salespeople Quit? | Sales Turnover Advice Read More »
INSIGHTS Managing your payroll should be one of your top priorities over the next 18 months. But managing your payroll does not mean firing your employees – it means making employee engagement your priority. Imagine 20 percent of your HR staff quit tomorrow. Would you panic? How about your managers and leaders? IT staff? Most …
Disengaged Sales Team Insights | Manage Your Payroll Or Pay Read More »
INSIGHTS SOME FUNDAMENTAL FACTS SHOULD SCARE YOU: THE AVERAGE SENIOR LEADER HAS ABOUT $97K IN TURNOVER COSTS. SO, YOU NEED TO GET THE RIGHT PERSON. Insights in this guide I have many clients who reach out to me with questions. A while back, I had a business owner ask me: What tips would you have …
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 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 …
How To Hire Your First Sales Leader | Founders Guide Read More »
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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