In today’s competitive and data-driven business landscape, employers must go beyond traditional methods to meet sales goals and ensure long-term success. Advanced AI tools such as Apollo.io have transformed the way sales teams work—helping them streamline prospecting, generate high-quality leads, and increase engagement with potential customers. However, no [...]

Members of a sales team should possess and share the language of their specific sales process and the related criteria at each stage along with the correlated probability of closing and duration. This includes the Chief Revenue Officer to the Sales Managers to the individual contributors. The selling [...]

Sales Leaders and Sales Managers often question if their sales compensation plan is paying out too much or too little.  We receive questions such as “Is our sales compensation plan too generous”?, and “Can we afford our sales compensation plan”?  Here are seven steps that will lead to [...]

Inventors, Founders, and CEOs at the helm of early stage ventures have heard, or will hear at some point, a siren’s song. While shipwreck is not the penalty, those who listen may squander the scarce resources of time and money. It’s time to hire a Salesperson. The product [...]

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 [...]