Gino Wickman’s Entrepreneur Operating System (EOS) claims, "For a business to be successful, it must perform well in three major functions: Operations, Sales and Marketing, and Finance." A Fractional Sales Manager…

In 2006 I discovered the practice of Fractional Sales Management before it became an emerging industry. I didn't create the term, but we've been doing the work. Fractional Sales Management…

Sales team meetings can be enjoyed and appreciated by a sales team, or they can be disliked and seen as a waste of time. In order to improve your sales…

Most salespeople are fine with being accountable. However, a sales manager might see it differently. It seems the team does not hold themselves accountable or meet expectations. There are reasons…

Salespeople as well as all employees actually prefer to follow instructions and perform up to your expectations, so why does it seem they the aren't doing what you ask? Here…

To have the sales accountability most companies strive for requires a reporting system that measures and monitors the KPIs and process your team is expected to perform. For instance, when…

When accountability is lacking in a sales team, many leaders will resort to micromanagement and mistrust. However, this is the opposite of what's needed to develop an accountable sales environment.…

Are you protecting your sales team from failure or disappointment so they won't get discouraged or quit? If so, you are not doing them any favors. Listen in to understand…

Between setting goals and attaining them lives a mindset that will increase or decrease your chances of meeting and exceeding goals. If you learn how to manage this one thing your…

As a sales leader we make decisions on how to respond, act and behave based on what we see or perceive in our team. We use logic and emotions to…

I want to discuss two sales initiative implementation traps you can get into when you're implementing a new sales initiative. Maybe you're implementing our Part-time Sales Management system, or maybe…

In this article, I want to help you leverage the skill of solving core issues to make your sales management efforts more efficient and a motivator for your team. I…

Let's talk about creating sales-team guidelines so that you can reduce uncertainty, frustration and sales-team conflict. When rules have been agreed on and documented , you will reduce sales-team conflict…

The Part-Time Sales Management Assessment is designed for those who carry many responsibilities including your sales management role. It's the perfect compliment for those implementing the Part-Time Sales Management (PTSM)…

Sales Meetings can rock with the right rhythm and when you know the beat, melody, and lyrics to a song, it's fun and enjoyable to participate and sing along. The…

If we want to help and support our sales teams to be more accountable and self manage we need to up our coaching game. We don't need to improve our…

FTI or Failure to Implement (initiatives or ideas) is a killer in business and can make it more difficult to convince your troops the next time you introduce change. Conversely,…

Motivating others comes easy for some and can be more challenging for others. But there are moments we can provide an Eternal Motivator, but only if we act on......watch the…

We judge ourselves by our intentions and often judge others by their actions. You might believe (your intention) you are bringing CALM to your sales management, but could your actions…

In today's Sales Leadership Quick Tip video, we're going to be talking about sales dashboards. A sales dashboard is a mirror that you can put in front of your sales…

In this Sales Leadership Quick Tip video, I want to share a game you can play in your sales meeting called “Pepper”. Pepper is a game I use to practice…

Our best intentions don't always lead to our best leadership practices but they can blind us from what's not working. Here are 5 sales leadership sins you want to avoid. 1.…

As leaders, it's easy to share advice, solve problems or give directions. But if you want to spend less time fixing and more time watching your people become independent, find…

Working hard is a good thing..IF..it's combined with working smart. You can help your sales team get the most out of their sales activity by implementing the following four tips…

In this Sales Leadership Quick Tip video, I want to share the difference of being 'responsible to' your sales team and being 'responsible for' your sales team. Both scenarios have…

We all want to increase sales. The benefit of sales forecasting is that it helps management determine and make new decisions based on the forecast that the sales team is…

Salespeople will input CRM data consistently if there's value for them as well as management. Here's how to get there. https://youtu.be/gmezCgZ1mrE Before I get started on that, I want to…

In this Sales Leadership Quick Tip Video I share with you the 5 coaching tips I use to coach and strengthen a sales team. For me, coaching is about developing…

Hiring salespeople that are a good fit for your company's role will free you up from having to constantly motivate them.  I had an owner of a company ask me, “How…

Guessing about others' attitudes, motivations, or mindset is a waste of time. Listen how to remove guessing, false confidence, or doubts about your sales team. It's the same thing you…

If you want to improve your teams' selling percentage, don't let them overlook the reason for losing a deal in which they have the most control. Find out if they've…

Onboarding Success Part 2 of 2 What should you include in your Sales Onboarding Orientation plan to get off to a fast start? There is a group of people at your…

When you hire a new salesperson you only have one chance to get off to a fast start. Give it your best shot with a complete Onboarding/Orientation Plan. https://youtu.be/X8nB__8iYcg 1…

Your salesperson is not performing up to par and it feels like you've done all you can to help them. It's probably time for an improvement plan. Here are four keys…

I want to share with you 3 keys to improve and increase the trust level you have with your sales team by focusing on and understanding when to use each…

I want to share a scary truth about sales. It's a truth that we would prefer not to acknowledge or think about because we really want to believe we're in…

Should I pay salary or commission? I have that questions asked of me often. It will take a little bit of homework for me to answer it for you, but…

There are 5 qualities I look for when hiring a sales person. Do you have a list of qualities you look for when you enter an interview? If not, it’s…

In this Sales Leadership Quick Tip video, I want to share the benefits of team goals and bonuses and why they will work for your sales team. In search of…

When you do a book study with your sales team you get a low cost, high return way to bring education and training to your team. Let me share some…

In this Sales Leadership Quick Tip Video, I'd like to share with you how you can transform your conversations with your sales team. I know that sales people can exaggerate…

In this Sales Leadership Quick Tip Video I share with you how to get the feedback you need from your sales team to help you make business decisions. https://youtu.be/5QKTVPdlSLM Salespeople…

In this Sales Leadership Quick Tip Video I explain how to approach poor performance in your sales team and how to build trust while delivering bad news. Have a Trusting…

In the Sales Leadership Quick Tip Video, I want to share with you why clarity trumps authority for accountability when you are running a sales team or any team in…

I have a few points I'd like to share on how to show your sales people you care about them. When people know that you care about them, then they…

Most employees place personal value on the culture of their work environment and so building your sales culture can really pay off. There were times in my career that I…

In this Sales Leadership Quick Tip Video I share a personal experience where I learned that pushing content material and over prepping for sales meetings is not always the best…

As the sales manager, finding balance in your sales meeting conversations will increase your teams' meeting engagement.  Usually there are dominators who love to talk and can go on and…

I ask two questions in this Sales Leadership Quick Tip video:  Should we hold sales people accountable? Or should we allow them to hold themselves accountable? A sales manager can…

When a sales team is failing or results are inconsistent it’s easy for a sales leader’s responsibilities to be neglected and for the leader to fall into a trap of becoming responsible for the sales…

Holding a weekly sales meeting to develop a sales team is very important but keeping that meeting engaging and effective can become challenging over time. The meetings can become repetitive…

The weekly sales meeting is the hub of the Part-Time Sales Management System. Most salespeople love to talk, so when you engage your sales team by facilitating a discussion among…

Increasing sales is what most of our clients want when they call us, but what goes unsaid is they hope we can change disliked sales behaviors that are difficult to…

Having the trust of people in our lives (work or personal) lays the foundation for those relationships to have and accomplish mutually beneficial things. That’s why you’ll find a myriad…

  A loyal sales team is required if you want to realize sustained success with the least amount of effort. To build a loyal sales team you might need to…

Every now and then a boost in sales is called for. At times, you’re “feeling it”, and setting a new personal record might be up for grabs. Maybe you’re behind…

While recently leading a webinar I mentioned how creativity, which I consider one of many selling strengths, can work against me. Being creative helps me solve client problems and present ideas…

Remember when your parents would say, “You’ll understand the value of this when you grow up?” They were trying to convince us to do what they were saying in hopes…

How is your sales team doing at meeting your sales expectations? Are they hitting their goals, following the sales process, completing their admin tasks and meeting your activity expectations? …..Sorry,…

The competitive nature of selling can be a double-edged sword. On one side competition can turn up ones motivation and on the other side it can distract you from being…

What are the body posture and faces of your sales team telling you during your sales-team meetings? How willing are they to engage into discussions you initiate? I hope they’re…

Are you ready for sales growth through top performing sales talent? If so, it’s a good idea to examine your company culture. If you’re looking for someone who will take…

When I’m making a purchase I want the most out of the money I spend. Sometimes I’ll buy the most expensive choice and other times the least. But in either…

Just for fun, imagine one of your prospects from a recent selling opportunity who has no sales experience is asked to join your sales team and sell in your place.…

Do potential client/customers trust you? Of course they do, right? How do you really know? Most of us base this answer on a gut feeling more than on factual information…

I’m thoroughly enjoying the book, Let’s Get Real or Let’s Not Play by Mahan Kalso and Randy Illig. The authors not only provide an easy to implement methodology but they address…

We sell in a time that has an abundance of sales communication tools at are our disposal. The more tech forward tools include email, smartphones, text, and social media for…

The value that matters most in a sales conversation is the one the customer can connect with. Are your prospective customers making a value connection with your offering, or is…

Dear Salesperson, I’ve seen the hard work you put in all day. I see you making calls, doing research, sending emails and making more calls. You put in this effort…

In my personal selling experience as well as watching others sell, I’ve come to appreciate selling conversations that are enjoyable. They’re not a struggle or stressful. There’s no guessing or…

It’s easy for me to write about sales people because I’m one myself. Being a salesperson provides me an insider’s perspective on who we are and what makes us tick.…

I remember when Angie joined our team. She was just out of college and eager to do her job well. It was her first sales job and she plunged right…

We’ve all been in those situations when a salesperson is trying to build your interest after you’ve already decided to buy. If the salesperson would just stop talking you could…

When you are at the check out at most big box stores you can expect to be asked, “Are you a rewards member?” The rewards are designed to encourage us…

If you're a salesperson, you’re usually measured on sales revenue or account additions. When you're ahead of the game it comes with a pat on the back and maybe a…

Most people will support the notion of having a narrow market niche as long as there is enough lead flow. Which sales person wouldn’t want to solely work with their…

If you’re a top performer you’re always looking for more sales. You also know the details of wrapping up new business can be stressful and get in the way of…

No one calls and asks me for help to improve their listening skills. I’m often asked to help with approaching people or phrasing sales messages, but not how to improve…

In every selling process a buyer will make many decisions that lead to their final buying preference. They decide to research your product, take your call, meet with you, or…

The HOW MUCH in this blog title could be describing overpayment or underpayment of your sales team. Where does your pay plan fall? Are you paying your sales people too…

There was a season in my life where all I thought about was fishing. I didn’t take it up until my late 20’s and for about 10 years I couldn’t…

Two of my favorite things in life are watching NFL games and helping sales people figure out the game of sales. When you listen to many of the interviews by…

Have you ever heard sales people complain about attending sales meetings? You might hear comments like, “What’s the sales meeting for?”, “Do you know how long it’s going to be?”…

There’s a verse in the bible that states, “Don’t cast your pearls among swine”.  I’d translate it in sales terms to mean, don’t present what you know as valuable to…

Are there times when your sales process seems longer than needed to win some business? You don’t really need to ask all these discovery questions or meet with multiple contacts…

I recently received a 60% discount on a medical treatment when I was calling to pay in full. Are you giving away discounts rather than listening or having a difficult…

Have you ever heard the phrase, “he has dollar signs in his eyes”? It means the buyer perceives the salesperson’s more interested in their commission to be won or lost…

More quality sales conversations equate to more sales. So how do you create a steady flow of sales meetings on your calendar? If you have a consistent flow of people…