by John McLeod | Jul 21, 2023 | fractional sales leader, hiring top sales performers, sales coaching, sales leadership, sales onboarding, sales pipeline, sales plan, sales process, sales training
Establishing steady, profitable sales growth is the key to building a successful company. One of the skills I bring to my clients is the ability to position their sales organization for scalability by diagnosing root cause problems that impede growth. Too often, I...
by John McLeod | Mar 16, 2023 | 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 | 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 | 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 | Oct 13, 2022 | 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 a strong Q4 and executives are looking forward as they establish their 2023 annual revenue goal. I observe owners and executives in my small and mid-sized...
by John McLeod | May 18, 2022 | blog, hiring top sales performers, sales coaching, sales onboarding, sales training
It’s midnight. Your recycling bin is overflowing with rejected resumes. Your eyes can barely focus on the letters in front of you — and you have this uneasy feeling that you are about to invest in another candidate who just isn’t going to work out. This has been...
