leadership

How Long Does it Take to Fix a Sales Team?

Answering the question of how long it takes to fix a sales team isn’t straightforward. Turning a sales organization around depends on many factors, like the number and severity of fundamental issues.  It’s impossible to rewire sales performance overnight. Even if you find and fix issues in your sales process, my experience has shown me [...]

How Long Does it Take to Fix a Sales Team?2022-05-09T12:48:15+00:00

Finding the Right Leadership Team Is the Biggest Barrier to Achieving Business Goals

One month ago, we asked business owners to take our survey, “What inspired you to start your business?” This was a challenge to you to go back to basics and validate business assumptions, in order to move forward with confidence in planning 2021 goals. Survey responses were a representative sampling of owners with annual business [...]

Finding the Right Leadership Team Is the Biggest Barrier to Achieving Business Goals2021-02-18T18:31:51+00:00

How to Use CRM to Add Value to Your Sales Team

Your customer relationship management (CRM) software system is filled with details about the people and companies most important to your business. But are you using CRM to add value to your sales team? If you haven’t set up a CRM system to actively monitor and effectively track the steps your sales team takes with business [...]

How to Use CRM to Add Value to Your Sales Team2020-10-12T13:42:00+00:00

How to Create Highly Effective Virtual Client Interactions

In this seventh month of social distancing, client communications seem ever more remote – less accessible and a bit aloof as well as physically distant. How in the world can your sales force stay on top of their game and meet their goals? Now is the time to reassess their online skills and teach them [...]

How to Create Highly Effective Virtual Client Interactions2020-09-09T19:29:17+00:00

How to Make the Move to a Virtual Sales Force

As we start our sixth month of quarantine across America, it is time to come to grips with the fact that some version of “virtual selling” is here to stay. What this means for leadership is that just adapting in-person techniques to digital/virtual sales will no longer get the job done. Instead, teach your team [...]

How to Make the Move to a Virtual Sales Force2020-08-10T17:30:33+00:00

How to Hire a Stellar Sales Team to Accelerate Your Recovery

If there is a silver lining to the pandemic-related economic shut down, it is that a lot of excellent salespeople are now available and hungry to contribute to your business. The opportunity here is to rehire your best performers and then build a stronger team than before. To hire a stellar sales team to accelerate [...]

How to Hire a Stellar Sales Team to Accelerate Your Recovery2020-06-09T14:32:22+00:00
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