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 | 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 | 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...
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...
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...
