As the cheesy saying goes, there is no "I" in team. However, there are a few in "hiring mistake." Hire well and you’re more likely to have a high performing and happy team. Hire just one wrong person, commonly known as a "hiring mistake," and you’ll spend a lot of…...
10 Rules to Being a VP of Sales in a Startup
If you come from a large software company, don’t implement their methodology. It isn’t going to work in a startup. Literally 100% failure rate. Let go of what you know. Listen. Learn. Adapt. And get moving. I went to a startup once where the prior VP of Sales had 13…...
Leading a Sales Team out of a Slump
Sorry to be the bearer of bad news, but a sales slump can, and will likely happen to every business at some point. One minute, your company sales are cruising along, only to be hit by stagnating or plummeting revenue. These speedbumps in growth can be caused by a variety…...
How to Motivate Your Sales Team
Motivation is the key to any successful business team, but for a sales team, motivation can determine how successful or unsuccessful a company is. As a small business owner, sales manager or director, motivating your sales team can be one of your most difficult ongoing tasks. Not only do you…...
How Sales Leaders Can Reclaim the Advantage in a Virtual World
Many of the sales leaders I’m talking with this summer are working on how to help their teams raise their games in the virtual world we’re living in. I’ve been collecting some best practice ideas that can help you and your team reclaim competitive advantage in a virtual world. Back…...
How Much Do You Know About Sales Hiring? Three Steps to Hiring A-Players for Your Business
If you’re looking to add a top sales performer to your team that has the skills, knowledge, leadership, drive, values, and forward-thinking to help take your business to the next level, there are measures you can take to make sure you avoid common hiring pitfalls. Believe it or not, interviewing and hiring,…...
Four questions sales leaders should be asking right now
Whether a business faces a sales slump or sales bump in the wake of the COVID-19 pandemic, it’s difficult for sales leaders to predict what comes next. Most have already taken urgent actions, such as moving to virtual selling, redeploying sales effort, and reducing sales force capacity if faced with…...
How to motivate salespeople for success
If the Wolf of Wall Street, Glengarry GlenRoss or Jerry MaGuire are to be believed, salespeople are only motivated by money. Surely that’s why they’re in the profession in the first place - to hit the targets and bring in the big bucks? They hunger for it. They would step…...
Essential Tips for Effectively Managing a Sales Team
Working in sales is a roller coaster ride, and so is managing a sales team. But considering the pivotal role of sales in a company’s success, it’s essential to contrive measures to enhance the efficacy and performance of your sales department. Around 50% of sales representatives miss their targets every year. So,…...
The Ultimate Guide to Sales Team Management
“Nothing happens in business until something gets sold”—this quote by legendary American industrialist Thomas Watson demonstrates how sales is the most important part of your business— no matter which industry you operate in. You could have a great product but what really matters is how you sell it. And for…...
How to manage a sales team?
Maintaining a sales team is no simple task, particularly if you respect the value of its position in your business progress. On top of meeting target metrics, you’re additionally in charge of taking the best people on the bus, teaching them, and supporting team spirit. Then how to manage a sales team? As…...
Did You Hire The Right Sales Leader?
As the world starts to move out of panic mode, into healing mode and back to growth, you may find yourself in need of a sales leader. There are few decisions more critical for a company than hiring the right leader for your sales organization. This role is responsible for…...
5 Successful Sales Team Management Strategies That Boost Representative Performance
Sales team managers need to implement a number of strategies to boost the performance of their representatives. With a number of other business aspects to consistently monitor, deploying the top sales team management strategies can seem difficult. However, practicing the best strategies improves your employee morale, drives better results, and…...
Signs It’s Time To Hire A Sales Leader
When you first establish your business, you do it all; marketing manager, human resources, product or service expert, finance analyst, sales leader, etc. But there comes a time when you want to grow your business, and you know hiring a sales leader is a step in the right direction. Here…...
Managing a High-Performance Inside Sales Team
If you are like most inside sales managers, handling the day-to-day operations and achieving your goals is a battle. First, you have to hire the right salespeople. Then make sure that sales reps are trained properly, performing well, and accurately reporting information. In the meantime, you’re constantly dealing with the…...
What Can You Expect From a New Sales Leader?
Last month, we shared some thoughts on what a new sales leader should focus on. But what can you expect from a new sales leader? In a startup environment, it can be hard to know what to expect from a new sales leader you bring in from the outside. And…...
