If you keep hearing that you need to upgrade your Customer Relationship Management (CRM) system to hit your sales goals, this article should help you avoid the staggering CRM failure rates abundantly published through the years. Can a CRM Really Fix My Sales Team? The… Read More »Can a CRM Really Fix My Sales Team?
Recently I found myself in a small group of business leaders who confided in me that they were having trouble relating to some of the younger generation members on their sales teams. They were acknowledging that the values within their diverse teams simply weren’t aligned… Read More »Converging Generations in Your Sales Team
In the sales world, lead generation should remain a consistent focus. Whether your company is facing good times or bad, a strong lead generation strategy and execution plan is key to maintaining a healthy sales pipeline which ensures you’ll meet your long-term revenue goals. The… Read More »How Do I Generate More Qualified Leads?
Many small and medium-sized business owners can have great frustration over their sales results. When they learn about a sales builder who can help, like myself, they are curious to learn more. During our initial conversation they often have the following two reactions. First, they… Read More »How Does a Fractional VP Sales Make an Impact?
Your company has revenue goals to hit. Each person on your sales team has a quota to hit. There are a lot of moving parts to keep track of. If you’re still manually tracking sales activity, you’re probably investing a large amount of your time… Read More »Does Your Sales Dashboard Provide Powerful Insight?
We’ve all experienced it; our salesperson tells us about that big deal that’s as good as done. Their prospect is showing solid buying signals after they verified strong alignment and genuine interest. But then… as the sales cycle progresses, there becomes a noticeable shift in… Read More »Does Your Sales Process Generate Predictable Results?
“Do I need to increase sales compensation?” While you may hear stories about people leaving their current roles to live their dream and chase their passions, this isn’t what exit interviews are showing. In many cases, turnover results from people feeling empowered to explore what… Read More »How Do I Take Advantage of the Great Resignation?
To determine if you have the right salespeople in place, look at activity, attitude, your sales leader, and sales org structure.
It’s midnight. Your recycling bin is overflowing with rejected resumes. Your eyes can barely focus on the letters in front of you — and you have this uneasy feeling that you are about to invest in another candidate who just isn’t going to work out.… Read More »Why Can’t I Find the Right Salespeople?