Nov 13, 2023 | Coach Effectively, Research, Sales Compensation
It’s Not Just About Compensation H.L. Mencken famously said: “For every complex problem, there is an answer that is clear, simple, and wrong.” I’m not sure he was talking about sales compensation, but he may as well have been. When sales...
Sep 13, 2023 | Coach Effectively, Leadership, Research, Sell More
The three habits that distinguish the best sales managers Are you wondering what separates elite sales managers from the rest of the pack? We measure 21 sales manager core competencies. In addition, to be strong across the core competencies, elite managers share three...
Aug 3, 2023 | Coach Effectively, Leadership, Research, Sell More
The five habits that separate the best sellers from the rest. If you manage a sales team, you know that not every salesperson is created equal. You probably have a few superstars who close more deals and generate more revenue than the rest. While there’s no one...
Apr 9, 2023 | Coach Effectively, Research, Sell More
Can you handle the truth about your sales team? One refrain that we hear over and over again is “I know my people.” It’s a statement made by owners and CEOs when we are discussing their sales force. I heard it just the other day from the CEO of one...
Nov 15, 2022 | Hire Better, Leadership, Research
How to improve sales hiring success Senior leadership invariably wants to hire better salespeople. It begs the question to ask better than what? Better than the existing salesforce? Better than the competition? Better than the top five percent of all salespeople?...
Oct 10, 2022 | Leadership, Research, Sell More, Strategic Thinking
Selling into a Recession…Does it matter? We’re seeing an interesting phenomenon. Many companies are reporting record sales and see nothing but blue skies ahead. Others see storm clouds on the horizon and have already begun laying off salespeople....
