Tag: Sales Team

Hiring Time?

When the pandemic hit, were you crushing it, maintaining status quo, or suffering? The answer would likely depend on your industry. But that was then. Looking forward, the economy is projected to be gangbusters at least through 2023. Maybe you are thinking it’s time to double down on your sales growth. Maybe there are some…
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10 Fixes for an Unreliable Pipeline

How reliable is your company’s pipeline? If you are like most of the companies we encounter, it is less than stellar. We find there are four main reasons for it: Salespeople are indirectly rewarded for growing the pipeline because sales meetings are focused on regurgitated discussion of tired old pipeline opportunities and salespeople are allowed…
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Need to Sell More with Fewer People?

In 2020, we saw numerous companies freeze hiring, and many even reduced headcount. And now in 2021, there’s still much trepidation for going back to “business as usual.” There may not be much excitement to add sales headcount either. So, the age-old question exists. How can I get my current sales team to sell more?…
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Good to Great Sales Teams

Jim Collins’ bestselling book “Good to Great” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.” I’ve been re-reading it lately, as I sometimes do, and couldn’t help thinking about the many parallels between the book’s central research and a sales organization.…
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