If you’re a small business practicing the Entrepreneur Operating System (EOS) and searching for an EOS Sales Leader, you have a few choices. As the owner, you can take the…

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…

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…

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.…

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…

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…

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…

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…

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…

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…

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 explain how to approach poor performance in your sales team and how to build trust while delivering bad news. Have a Trusting…

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…

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…

  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,…

Sales team meetings can be dynamic, productive, engaging, and fun if you organize and lead them to this end. More often than not, they aren't. A good indicator is what…

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…

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…

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…

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…

This article is an excerpt from our book, Part-Time Sales Management, For Small Business Sales Teams. Defining your sales process is one of four elements we suggest establishing to communicate…

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…

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…

My wife Carolyn, and I were discussing the topic of closing a sale. I said to her, “A salesperson doesn’t have to close sales”, and she quickly replied, “Sometimes I…

I received a question on motivation today. "What’s the best way to motivate a sales team without high pressure?" Before going into the details and do’s and don’ts take a…

Revenue’s down, sales goals aren’t being met, it's classic sales underachievement and there’s one group to blame, right? Or is there? Sales people obviously need to carry the ultimate responsibility…

I'd like to introduce you to an alternative approach to presenting and reviewing proposals with your prospective buyers. Picture the key elements of your proposal laid out on one page,…

To plan or not to plan? Time to answer that question again. As the New Year approaches Sales Manager Now has been working on client sales and business plans for…

When unforeseen obstacles and challenges present themselves during a year, the commitment you have to your sales goal will be tested. Here's a story of a team that passed the…

How successful are you at having your contacts make effective introductions to the right decision makers (being referred)? If you're not having as much success as you'd like, you're not…

On LinkedIn, a business owner asked, “Is business growth through referrals possible?” He further explained, “In B2B, is it possible to actively, and positively encourage client referrals?” He continued, “I’m…

This blog is not about a new term for sales prospecting, it is more about what your mindset is when needing more prospective clients. When your mindset is to “find”…

Most of us have heard the definition of Insanity, “Doing the same thing over and over again expecting different results.” In most sales departments as well as in the company…

To improve your sales closing ratio you need to focus on working smarter and harder. Once you have proven to yourself you can produce consistently at an acceptable level most…

Should you leave a voicemail message or should you hang up when cold calling? I have seen both work, but with caller ID just hanging up becomes a little more…

I have received a number of searches seeking sales manager evaluation criteria. Here is a list to consider in your hiring and evaluation process. In addition we have a Sales…

My clients and I have a motto, “Don’t Be Denied.”  What a great time for the cream to rise to the top. When weaker salespeople worry about a slow economy…

To achieve peak performance with your sales team you need to be consistent with team systems and processes and unique regarding individual relationships. All sales people are not the same but most…