CEO Sales Guide
Helpful resource for Presidents, CEOs, and Business Owners to understand the people, systems and strategies that impact sales and business growth
The 90-Day Sales Manager Playbook: How to Start Strong and Succeed
As a new sales manager, your first 90 days will either set you up for success—or create challenges that you will need to fix down the road. Whether ...
Handling Sales Objections with “Yes and…” Instead Of “Yes but…”
How often do you respond to a prospect’s objection with “Yes, but…” and turn an intelligent conversation into a defensive debate? Prospect: “We’re ...
Living Above The Line
As I was rereading Bradley Sugars book, “Instant Systems" I revisited a topic that often gets pushed under the table. You can't control what happens, ...
How Much To Budget For Sales Training
If you’re on a calendar year, your VP of Sales is probably preparing their budget for next year. How much will they put in for sales training? How ...
Why Sales Managers Suck at Hiring Sales People
Are your sales managers using sales recruiting as a growth strategy for your company? Are they ...
Are Your Sales Managers Having the Right Coaching Conversations?
Most sales managers believe they’re already having coaching conversations, but when we dig a little ...
Why Hiring Only for Skill Leads to High Turnover
When we talk with hiring managers, the number one thing they tell us they are looking for is finding ...
Dog Days of Summer
Are you accepting excuses from your sales team during the dog days of summer? When the weather turns ...
Is Your Hiring Process Stuck in 2014?
Two years ago there were more candidates available than positions available. It was fun! Hiring managers ...
Questions Your Sales Leaders Should Ask Halfway Through the Year
Yesterday marked the end of June, which means if your company runs on a calendar year you've hit your ...
Are Your Sales Managers Acting Like Tony Soprano?
Paulie: “Here you go Tony. I know my envelope has been a little light these past few weeks, so this ...
Driving Growth through Goals-Based Coaching
How much do your managers know about the hopes, dreams, and aspirations of every member on their team? ...
Is This Sales Blind Spot Impacting Your High Performers?
Busy, highly-productive sales people move at a different pace. They generate more activity. They have ...
What UNC Coach Dean Smith Taught Us About Sales Metrics
Legendary University of North Carolina basketball coach Dean Smith died on Saturday. Sales managers ...
Keeping Your Sales Team Focused through Goals-Based Coaching
As a follow up to our recent post “Is Your Sales Forecast Giving You a False Sense of Security” I think ...
Wisconsin CEOs: Lessons Your Sales Team Should Learn from the Packer’s Stunning Defeat
I’m still shocked. The collapse I witnessed during the NFC Championship Game on Sunday is going to ...
Is Your Sales Forecast Giving You A False Sense of Security?
How many people in your sales department would enthusiastically endorse your Customer Relationship ...
What Can CEOs and Sales Leaders Learn from Barry Alvarez?
Many of you may not be following the recent developments on the University of Wisconsin football program ...
Looking Back to Look Forward – Six Exercises to Help Develop Your 2015 Sales Plan
This is usually the time of year when I write a “Year End Sales Strategies” blog post outlining some of ...
Coaching Rhythm and Texting While Driving
My last post talked about the challenges of teaching my middle daughter, who recently got her learners ...
How Much To Budget For Sales Training
If you’re on a calendar year, your VP of Sales is probably preparing their budget for next year. How ...
Qualities Of An Over-Achieving Sales Team
With so many business issues and challenges beyond your control, Presidents, CEOs, and business owners ...
Using Sales Role Play To Spot Trends
One of the areas we focus on during our sales development programs is skills improvement through the ...
Driving Sustainable Sales Growth through Employee Engagement
Take a moment to think about your top employees. Not just your leadership team – although you may have ...
5 Steps to Hiring Your Best Salesperson
Making the decision to hire a new sales person can be the hardest part of the process. Once you get over ...
Right Revenue vs. Wrong Revenue - Do Your Sales People Know The Difference?
Not all revenue is created equal. Believe it or not, there is such a thing as “bad revenue” and it can ...
How to Get Sustained Sales Growth Over Time
Ask anyone in your sales departments if they’d rather have 10 appointments they booked themselves ...
How To Get Sales And Operations To Get Along
How many “customer facing” team members do you have in your company?
A-Player Only Strategy: When Improving Sales Impacts Other Areas Of Your Business
What happens when you hire and develop A-player sales people and sales leaders? Your company grows – ...
Why Managers Struggle When Holding People Accountable
Creating a “Culture of Accountability” is the cornerstone of building an over-achieving sales team. And ...
When Sales People Give Up Too Early or Celebrate Too Soon
The beauty of having an effective sales process is that it creates a level of consistency and discipline ...
High Performing Sales People - How to Identify And Keep Them
High performing sales people are customer centric and have the ability to execute and produce positive ...
Slowing Down May Help Increase Revenue and Deal Velocity
In this fast paced world, a lot of sales teams have a high-speed mentality. But it turns out that being ...
A Practical Story About Effective Sales Listening
I’d like to share a personal sales story to illustrate an issue we often see in our coaching ...
Why Your Sales People Fail to Listen Effectively
I love this cartoon because it is so true. The more you listen the more you sell. How effective are your ...
Are Your Sales People Selling Beyond Their Comfort Zone?
In our consulting practice, we’ve been running a lot of “must win” deal workshops with our clients. It’s ...
Planning For 2014: 5 Things CEOs Must Focus On To Improve Sales
It’s the time of year when we take stock of where we are, and make plans for where we want to go. What ...
6 Questions Your Sales Managers Hope You Won't Ask...
...About Their Sales Forecasts and Pipeline Reports Many CEOs we work with either don't pay close ...
Coaching Drives Greater "Sales-Awareness" and Stronger Results
"What would happen to your revenue and profit margin if your sales organization became a ...
Building a Profitable Sales Process – Client Onboarding
In our previous article in this series on Building a Profitable Sales Process, we discussed the ...
Building a Profitable Sales Process - Asking for the Business
Continuing our series on Building a Profitable Sales Process, this post will address step 9 - asking for ...
Building a Profitable Sales Process - Qualify the Opportunity
Here's a radical idea - let's have your sales team qualify opportunities before you prepare a quote! Too ...
Building a Profitable Sales Process - Make Every Appointment Count
All of the work your sales people are doing at the front of the sales process (identifying the right ...
Building a Profitable Sales Process - Making Initial Contact
Continuing our series on 10 Steps to Building a Profitable Sales Process, this post will address steps ...
Building a Profitable Sales Process - The Right List
If you have been reading our series of articles on "Building a Profitable Sales Process" and have been ...
Building a Profitable Sales Process - Know Your Target
The first step in building a profitable sales process is to decide where to focus the prospecting ...
10 Steps to Building a Profitable Sales Process
Nearly every CEO we meet with struggles when we ask "Tell us about your sales process." If you have not ...
Four Ideas to Shorten Your Sales Cycles and Keep Things on Track
One of the more common frustrations I hear when talking with Presidents, CEOs and Business Owners is ...
5 Difficult Questions You Need to Ask About Your Sales Team
If you had the opportunity to really study your sales organization - to take a very diagnostic look at ...
Are Your Boring Sales Meetings Driving Growth and Change?
How effective are your sales managers at running a good sales meeting? How engaged are your top ...
Creating a Culture of Accountability for Your Sales Team
Are your sales managers doing everything they can to create a culture of accountability for your sales ...
What is the Most Important Step in the Sales Hiring Process?
The most important step in the sales hiring process is not writing the perfect ad so you attract the ...
You Will Definitely Miss Your Sales Target This Year!
Did you hit your sales forecast right on the nose last year? Are your powers of predictive forecasting ...
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