Sales managers and sales hiring managers are sometimes surprised to find that a previous top-performing sales person fails to meet expectations or even struggles or fails in their system. What causes this? There are a number of factors such as culture, systems, managers, tools and support which could [...]

Chief Revenue Officers assess sales compensation plans on a periodic basis. Depending on the size of the sales team, annual revenue, geographic distribution, the extent of changes needed, and other factors, these assessments can be substantial in duration, scope, and cost. However, a focused approach targeting key levers [...]

Trust is a corporate asset and always has been. Sales consulting companies find that trust is almost impossible to measure with precision but not impossible to observe.  Positive signs that your sales culture has trust: Sales people share best practices such as an email/subject line that works well [...]

Big picture: The holidays are behind us. The Chief Revenue Officer or fractional Chief Revenue Officer has determined the sales strategy (e.g. growth revenue strategy) and aligned sales objectives with the desired topline business results for 2025. The fractional CRO has determined the required sales activities to accomplish [...]

Impactful goal setting involves a purposeful approach and process to translate sales goals into reality. The return can be massive for the company and each individual sales person. Achievement of sales goals results in happiness and peace because the sales person has harnessed control and knows it. And, [...]

Build a High-Output Sales Team with a Culture of Performance and Accountability. Through working with high-output Sales teams over the past twenty five years certain traits have become clear. These traits or laws or principles are equally important and all evident in high-output Sales teams.  We refer to [...]

Q4 can be a challenging period for sales teams as they work to meet year-end targets, close out deals, and prepare for the upcoming year. Many sales leaders find themselves facing common Q4 challenges, from motivating teams under year-end pressure to streamlining processes for efficiency. With the right support, [...]

A successful sales team is built on skill, strategy, and cohesion, and the final quarter of the year is a critical time to shape and strengthen this team. Q4 presents a unique opportunity for organizations to evaluate their existing sales talent, identify skill gaps, and make strategic hires [...]

Achieving ambitious revenue projections is a top priority for companies aiming to grow and thrive in a competitive market. A critical component of meeting these goals is aligning sales talent needs with revenue targets, a process that requires strategic planning, precise talent acquisition, and a clear understanding of [...]