Insights
The Keys to Successful Sales Onboarding
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...
How to Design a High-Impact Sales Review Process
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...
Want the Secret to Successful Networking?
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...
How Do I Calculate the Right Sales Pipeline Volume?
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...
How to Create Bottom-up Revenue Goals that Make Sense
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...
Can a CRM Really Fix My Sales Team?
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...