When the Owner Is Still the Sales Process, Growth Stalls In many small and mid sized businesses, the owner believes there is a sales process. If you ask about it, they will often say, “We have a process. I know how we sell.” And to be fair, they probably do. They know how to qualify […]
When the Owner Is Still the Sales Process, Growth Stalls Read More »
Introverts vs Extroverts in Sales: Why Ambiverts in Sales Often Win For years, sales has been stereotyped as an extrovert’s game. Talkative. Charismatic. Always on. The kind of person who can work a room, handle rejection without blinking, and keep a conversation moving no matter what. That image has been around a long time, and
Introverts vs Extroverts: Why Ambiverts in Sales Often Win Read More »
The Hidden Cost When You Are Lacking Sales Process Consistency A lot of business owners and CEOs think they are giving their sales team freedom when they let each salesperson handle the job in their own way. On the surface, that can feel reasonable. After all, every salesperson has a different style. One is more
Why Sales Process Consistency Matters More Than Sales Personality Read More »
End of the First Quarter: What the Numbers Are Really Telling You The first quarter is over. The optimism of January is gone. The fresh-start energy has worn off. By now, the plans you made at the beginning of the year have had time to run into reality, and reality always tells the truth. This
The First Quarter Is Over. Now Tell the Truth About Your Sales Team Read More »
If you have ever watched Groundhog Day, you know the punchline. Wake up. Same day. Same problems. Same mistakes. Until the character stops doing the same things and starts becoming someone better. That movie is funny. In sales management, it is expensive. A lot of sales teams are living the same quarter on repeat. Same
If sales feels unpredictable, it’s because leadership is inconsistent. That’s not intended to be an insult. It’s just the truth. Most CEOs don’t choose inconsistency. They get dragged into it because they’re running the business, and sales leadership becomes something they do when they have time. Pipeline gets reviewed when things are tight. Coaching happens
What Real Sales Leadership Looks Like in a Small or Midsize Business Read More »
If your sales team isn’t getting better over time, there’s a reason. And it’s probably not the one you’ve been blaming. It’s not the economy. It’s not the leads. It’s not even the talent. Most of the time, the reason is simple: your team isn’t being coached. Not trained. Not motivated. Not told to “make
Sales Coaching Is the Growth Lever You’re Ignoring Read More »
Let’s be honest: most sales meetings are a waste of time. Not because meetings are bad, but because what happens in them is usually pointless. You gather the team, go around the room, listen to updates, glance at the pipeline, talk about what everyone is “working on,” and then you end the call feeling like
Your Sales Meetings Aren’t Fixing Performance Because They Aren’t Coaching Read More »
Here’s a truth most CEOs don’t want to hear: your sales pipeline doesn’t have a volume problem. It has a truth problem. If revenue is behind and your CRM is telling you everything is “fine,” something is off. Either the pipeline is overstated, the deals aren’t as real as they look, or your team is
Your Sales Pipeline Looks Fine. Your Revenue Says Otherwise. Here’s Why. Read More »
Why Hiring Another Salesperson Won’t Fix Your Revenue Gap Here’s a truth that will save you time, money, and frustration: hiring another salesperson won’t fix your revenue gap if the sales system underneath them is already broken. When revenue is behind, hiring feels like progress. It feels decisive. It feels like you’re taking control. More
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