by John McLeod | Jan 18, 2023 | blog, fractional sales leader, sales leadership, sales plan
I recently met with a CEO whose company experienced 18% revenue growth in 2021 and another 20% increase in first-half FY2022 but lost all of that growth after a 33% drop in second-half 2022. I have seen this post-COVID sales pop in many businesses brought on by...
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 | 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 | Oct 28, 2022 | blog, fractional sales leader, sales leadership, sales pipeline, sales plan
Why it matters: Without an accurate sales pipeline, companies cannot reliably plan their operations and achieve their revenue targets. Top executives commonly miss having a well-established pipeline strategy that is critical in driving “the right” activities and...
by John McLeod | Oct 13, 2022 | blog, fractional sales leader, sales coaching, sales leadership, sales onboarding, sales pipeline
It’s that time of the year. Sales leaders are with their salespeople in the trenches driving hard to finish Q4 strong and executives are looking forward as they establish new fiscal year revenue goals. I observe owners and executives in my small and mid-sized business...
by John McLeod | Sep 29, 2022 | blog, fractional sales leader, sales coaching, sales leadership, sales pipeline
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...
