There's an odd phenomenon that is happening not only in sales but also around the world. It's referred to as the "great resignation," in which millions of workers have quit their jobs and, in some cases, chosen not to return to their prior roles or to the workforce at all. How can you make sure your salespeople don't fall prey to this? Here's how you can help retain your salespeople.

Investing in a sales management consultant allows for an outside perspective of your company, sets the appropriate pace for your sales team, works with your sales leader to reach their full potential, helps to backup good ideas, and provides effective communication strategies. A great sales management consultant will help your company reach new heights as well as break down barriers for more success. Do you need one?

It is also a time of potential challenge for sales leaders. As our people recharge and rejuvenate, we run the risk of having revenue take a vacation and either losing some of our first half gains or falling behind altogether. Here are signs that this may be happening:

Were you unable to attend our webinar, "Leveraging AI in Sales to Capture Revenue Growth"? The webinar featured Pivotal Advisors Gary Braun and Steve Hoeft, who shared invaluable insights on how AI and ML are rapidly changing how we approach work. Would you like to free up your sales team’s time, increase their efficiency and allow […]

Sharpening your messaging and approach Concerns about the Economy Unless you haven't been paying attention, most owners have heard that the economy is slowing down and that we are all headed for a possible recession. This has led many of your potential customers to put off buying decisions. "Putting things on the back burner” is […]

Were you unable to attend our webinar, "Maximizing Your Business Value"? The webinar featured Gary Braun, co-founder of Pivotal Advisors, and Ray Carter from Turn North Mergers and Acquisitions, who shared invaluable insights on optimizing your business value for potential exits. Here's a quick recap of what you missed: You can still access the webinar recording […]

The full impact of Covid-19 is not yet known. In some markets and industries, it is clear that customers are deferring or canceling planned purchases. In other cases, companies are booming. Maybe that's your company. Nonetheless, it's safe to say things are different now. You may be asking yourself, with the amount of change in the marketplace, should you change territories and goals to keep your team engaged and motivated? Or change them because your business has changed?

Many companies, maybe even yourself, are experiencing a slow-down in sales and revenue. Some companies are thriving due to the need for their products and services during this time. Very few companies are 'Business as Usual.' Realities change week-by-week if not even more frequently. So, how does this affect your critical metrics in sales? What should you be measuring? How often?

Your company is thriving, your leadership team is bringing you good news, and you've heard that you're the "buyer's choice" of all good things, but it isn't the time to sit back. While you are at this peak, it's time to look for your next area of improvement.

As a business owner, you've likely experienced the excitement and anticipation that comes with hiring a new Sales Leader. You've put in the time, energy, and resources to find the right candidate who fits your vision for your business. But what happens when the initial honeymoon period is over and your Sales Leader isn't living […]

Updated February 2023 I have met hundreds of sales leaders in my career who have a decent approach to managing their teams. I have also seen many of these people get into trouble or even get terminated—not because they don’t know how to lead their team, but because they are not great at managing up. […]

It's not enough to have great talent on your sales team. Even if your salespeople have excellent selling skills, real success comes when everyone is aligned with the goals and expectations set by the sales leader while also being motivated and held accountable. So, what does it mean for a salesperson to be accountable? For this article, let's say accountability is defined as; being held responsible for doing the things that are expected of you.