by John McLeod | Apr 15, 2023 | blog, fractional sales leader, sales coaching, sales plan
As I enter several small and mid-sized companies each year, it’s not uncommon that I find the owner has done an exceptional job of acting upon a good idea to create a viable business. The reason I get referred to help is because many of them hit a growth ceiling that...
by John McLeod | Mar 16, 2023 | blog, sales coaching, sales leadership, sales onboarding, sales training
While the right sales structure is different for every organization, a successful sales team consists of specific role types that have unique skill sets. It takes a very different combination of skills to keep current customers happy versus landing new accounts, and...
by John McLeod | Jan 3, 2023 | blog, sales coaching, sales leadership, sales onboarding, sales plan, sales process, sales training, Uncategorized
There was a time when salespeople could land meetings by showing up to industrial parks with a box of donuts and eventually get a meeting with someone. Today those prospecting efforts won’t get you past the front door… unless your target appreciates the novelty...
by John McLeod | Dec 13, 2022 | blog, hiring top sales performers, sales coaching, sales onboarding, sales training
Successfully onboarding new salespeople is one of the most crucial activities a business undertakes, yet I commonly see this area not getting the design attention and internal staff support it deserves. Your sales organization’s onboarding plan should be a structured...
by John McLeod | Nov 29, 2022 | blog, fractional sales leader, hiring top sales performers, sales coaching, sales leadership, sales process, sales training
Salespeople need to be measured differently than the rest of your organization because, unlike the rest of your staff, their performance is tied directly to the company’s revenue success. Your non-sales roles can wait a year to be formerly evaluated but waiting that...
by John McLeod | Nov 16, 2022 | blog, fractional sales leader, hiring top sales performers, sales coaching, sales plan, sales training
Having a strong network and being an active contributor demonstrates your value as a business leader. In addition, being well-connected makes you a more important resource within your company and in your specialized field. Through this interaction, you get insider...
