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 | 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 | Nov 29, 2022 | 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 | Jul 13, 2022 | blog, fractional sales leader, sales leadership, sales pipeline, sales plan, sales process, Uncategorized
We’ve all experienced it; our salesperson tells us about that big deal that’s as good as done. Their prospect is showing solid buying signals after they verified strong alignment and generated genuine interest. But then… as the sales cycle progresses, there becomes a...
by John McLeod | Mar 8, 2022 | fractional sales leader, hiring top sales performers, sales leadership, sales process
To answer this question let’s assume a few things about your business. Picture a hungry marketplace where customers want what your team is selling. Your sales team is being fed qualified leads. Let’s also assume operations are running smoothly and customers are...
by John McLeod | Sep 23, 2021 | blog, sales leadership, sales process, sales training
“Don’t put the horse before the cart.” This age-old analogy often becomes a reality when a company’s sales have slowed, and new leads are not being generated. A quick, and instinctive reaction for business owners is to provide the sales team with additional training...
