Take a look at this list of Seven Reasons Your Small Business Is Not Generating Sales. It has some good ideas for improving sales results. And, if you have the time, you can analyze which of the reasons apply to your sales team, create a plan to overcome them, coach your team, monitor their activity and, [...]
According to the U.S. Small Business Administration, about half of small businesses survive five years. A recent internet search for articles about the challenges small businesses face yields quite a few results. There are useful pieces on trends such as found in USA Today as well as articles like “The 6 Toughest Problems for Every Small Business [...]
Resolution: a firm decision to do or not to do something. While 2019 is a new year, there is nothing new about New Year’s resolutions. According to Sarah Pruitt of History.com, “the ancient Babylonians are said to have been the first people to make New Year’s resolutions, some 4,000 years ago.” It’s interesting that a tradition [...]
Recently Rex Ryan, former NFL coach and current ESPN football analyst, spoke about the priorities of the Green Bay Packers’ yet-to-be-named new head coach. The team, with 5 wins, 7 losses and 1 tie has not performed to its potential and had suddenly fired long time coach, Mike McCarthy, without waiting until season’s end. Ryan, known [...]
Over the years, I’ve had the opportunity to speak with a great many salespeople and to hear their opinions of their sales managers. While some recounted the positive impact they had on them and others the negative, the best managers always seemed to strike a balance in their style. One notable manager believed that, to be [...]
With few exceptions, the best professional golfers employ coaches. And, they pay up to $20,000 per day for their advice so they clearly believe in the value of sound coaching. (This is Dave Pelz’s fee and 11 of his professional students have won a total of 21 Major golf championships.) There are numerous examples of coaches [...]
Your salespeople face greater challenges to winning new accounts than ever before. According to CEB, the buying decision process is 57% complete even before a prospective customer talks with a salesperson. This means that prospects are well informed about your company and your market so it is much more difficult for your sales person to establish [...]
As a small business owner it is hard to give up crucial functions within your business, so you can focus on actually running your company. However, without giving up some of the responsibility of those crucial functions you may be setting yourself and your business up for setbacks. Have you found yourself trying to not only [...]
Do you desire sales leadership for your organization, but can’t justify the cost of a full time dedicated sales manager? Do you desire increased structure and discipline with your sales team? Do you desire one on one coaching with your sales reps? Do you desire to grow top line revenue, but don’t feel you are the [...]
I’m excited to say that I started my sales management and leadership development company last fall. I take great pride in helping others with their sales management and leadership development goals, which is why I’m happy to share that I will be putting out a weekly blog talking about my experience and sharing my insights. My [...]