How to Build a Sales Scorecard That Drives Performance By Anthony R. Nicks | Founder and CEO, Transformative Sales Systems Sales accountability should help you see a revenue problem while there is still time to do something about it. If the first meaningful conversation happens after the team misses its number, your management process is
After Onboarding: Build a Sales Management Cadence That Improves Performance Completing a 90-day onboarding plan does not remove the need for sales management. It changes the job from establishing readiness to developing consistent performance. A company can recruit carefully, use assessments, conduct structured interviews, and build a strong onboarding plan. The new salesperson can learn
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Why Your Sales Onboarding Process Fails – And How to Build a 90-Day Ramp Plan Hiring the right salesperson is only the beginning. A structured sales onboarding process turns a promising new hire into a capable representative of your company, your sales process, and your customers. A company can invest weeks recruiting a salesperson, pay
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Salesperson turnover is usually treated as a hiring problem. A salesperson leaves, leadership opens a job posting, redistributes the accounts, and begins looking for a replacement. That work matters, but it is not the most immediate risk. The real risk is everything the company may no longer know about its customers. Which customer was promised
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How to Recruit Salespeople Who Can Actually Sell Hiring a salesperson creates an unusual challenge. The candidates sitting across from you are trying to sell you something—themselves. The strongest interview performance does not necessarily belong to the person most capable of building a pipeline, qualifying opportunities, protecting margin, navigating a buying committee, or expanding an
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Pre-Call Planning and Deal Debriefing: The Discipline Behind Better Sales Meetings No manufacturer would begin an important production run without verifying the material, tooling, setup, specifications, and acceptance criteria. Nor would a well-managed company finish the run, ignore the results, and simply hope the process performed as expected. Yet that is exactly how many companies
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Account Expansion: 7 Proven Steps to Accelerate B2B Growth This is going to be a lengthy article but so very important! Account expansion is one of the most practical and underused ways to accelerate B2B sales growth. Your existing customers have already evaluated your company, accepted the risk of buying, and experienced how you deliver.
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Recently, while working with several sales teams, I have noticed a recurring sales communication problem. A customer raises a concern, asks a complicated question, pushes back on a proposal, or stops responding and the salesperson sends another email. Then another. Sometimes a text message follows. The salesperson believes they are following up, but the situation
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Every sales team wants to be closing more deals. But when deals stall, most companies look in the wrong place. They blame the salesperson. They blame the price. They blame the economy. They blame the prospect for “going dark.” Sometimes those things are true, but more often, the real problem happened much earlier in the
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Why Sales Follow-Up Matters Sales follow-up is one of those areas where salespeople often think they are doing the right thing because they are doing something. They made the call. They sent the proposal. They followed up. They sent another email. They left a voicemail. On the surface, it looks like activity…but when you look
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