Sales Team Performance in 2026: How to Coach Under-performers, Retain Over-performers, and Build a Predictable Revenue Engine Updated for 2026 trends – originally published 2024, refreshed November 2025 As a CEO or founder of a growing company, nothing keeps you up at night quite like inconsistent sales results. One month you’re celebrating a record quarter […]
Why SMBs Struggle To Hire Good Salespeople If you run a small or mid-sized business, you already know sales recruiting is a challenge. You post a job, you get a stack of resumes, you interview people who say all the right things, and six months later you are wondering why pipeline is light, forecasts are
Why sales onboarding makes or breaks revenue A great salesperson dropped into a weak onboarding program will underperform. A strong onboarding process can turn an average hire into a reliable producer. Onboarding is not a one-week orientation. It’s a structured ramp from zero to independent performance, with clear milestones, coaching, and accountability. In SMBs, where
Sales Onboarding: Best Practices for SMB Growth Read More »
For CEOs and owners of small and mid-sized businesses, sales team turnover is more than an HR problem, it’s a growth killer. Every time a salesperson leaves, you’re not just losing a headcount, you’re losing pipeline momentum, customer trust, forecast accuracy, and months of progress that can’t easily be replaced. Unlike other departments, sales attrition
Sales Team Turnover: The Hidden Tax On Growth Read More »
There has long been the debate between valuing sales skills over technical expertise. With an ever-evolving market and diverse customer needs, the effectiveness of salespeople often hinges on their ability to adapt, engage, and understand the nuances of their products and customers. In this article we will look at the contrasting approaches of salespeople with
Technical Skills or People Skills: Who Sells More? Read More »
In the sales industry, predicting a salesperson’s future success is crucial for both company growth and employee development. Over the years, numerous tools and assessments have been developed to measure a salesperson’s potential, ranging from generic personality and behavioral assessments to niche, sales-specific evaluation tools. One such specialized tool is the sales-specific assessment from the
Behavioral vs. Sales-Specific Assessments – Predicting Success Read More »
Salespeople are the front-line warriors of any business. They are the ones pushing the company’s offerings, engaging clients, and bringing in revenue. Thus, hiring the best salespeople is not just a good-to-have, it’s imperative. The right recruiting process not only helps businesses succeed in increasing revenue but also in protecting margins. Here’s a comprehensive guide
The Ultimate Sales Recruiting Process: Key to Higher Revenue Read More »
Sales is often said to be the lifeblood of any business. And at the core of every successful sales team are dedicated, skilled sales professionals. But how do businesses ensure they’re recruiting the right people for their sales teams? How do they differentiate between those who can sell and those who just talk a good
Recruiting Sales Teams and the Use of Sales-Specific Assessments Read More »
In the world of business, an effective sales team can be the distinguishing factor between companies that thrive and those that merely survive. Our partner, Objective Management Group (OMG), is a renowned name in sales specific assessments and has provided invaluable insights into what makes a successful salesperson and sales leaders and how companies can
Decoding the Sales Genome: Understanding a Candidate’s Sales DNA Read More »
Recruiting the right salespeople is essential for the success of any business that sells products or services. Salespeople are responsible for generating revenue, building relationships with customers, and representing the brand to the public. In this article, we will explore some effective strategies for recruiting salespeople and building a strong sales team. 1. Define the
Sales Recruiting – Finding People with the Right Stuff Read More »
