Sales Team Development

Recently I found myself in a small group of business leaders who confided in me that they were having trouble relating to some of the younger generation members on their sales teams. They were acknowledging that the values within their diverse teams simply weren’t aligned like they once were.

There was no question that they saw the unique value the new generations brought to their companies. These top executives diagnosed the problem being… ‘THEMSELVES’ and their own struggle to learn how to effectively lead the convergence of multi-generations in their organizations.

Exploring this further with my Fractional Sales Leader colleagues across North America, we found this struggle broadly effecting seasoned sales leaders.  Collectively, we captured our learnings around how to navigate the fact that varying age groups naturally have different work styles and intrinsic motivators.

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Hiring a fractional sales leader is a great way to save yourself time and stress. Read on to learn how a fractional sales leader can help.

The million-dollar question for every business usually revolves around time. Can my current sales team build and close enough sales pipeline to meet our growth goals this year? If not, how long will it take me to diagnose and fix the problems hindering their success?

It’s usually this challenge that drives the typical small to mid-sized business to look for help because they don’t have the time or experience in-house to repair or rebuild their sales organization. Using an Outsourced or Fractional Sales Leadership model is a great fit in these circumstances.

Once the top executive understands the workings of my model, the question I get most often is “How much of my time is needed if I hire you?”. It’s a practical question considering most leaders are pulled in many directions! They are surprised, and often delighted, when I explain how I can help dramatically improve their sales results with very little involvement from them.

Let me walk you through how I leverage my broad experience to create an ultra-efficient client working relationship designed to uncover, diagnose, and correct sales issues.

[Read more…] about How Much of My Time Is Needed If I Hire a Fractional Sales Leader?

How long does it take to fix a sales team? It depends…Keep reading to learn about what it takes to make your sales team a success.

Answering the question of how long it takes to fix a sales team isn’t straightforward. Turning a sales organization around depends on many factors, like the number and severity of fundamental issues.

It’s impossible to rewire sales performance overnight. Even if you find and fix issues in your sales process, my experience has shown me that there are likely many additional factors also contributing to revenue growth problems.

Every organization is built and operates just a little differently. It takes an experienced eye to perform the proper analysis and create a corrective action plan. On top of that, it takes time to build a healthy sales pipeline. So while you likely won’t see immediate results in terms of revenue, I can say that as a Fractional or Outsourced VP of Sales it is possible for clients to see tangible results in every step of the process, even within the first few weeks.

My key to success in fixing sales teams is the methodical process I follow to achieve the ultimate result of increased revenue growth.

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Industry experience can be helpful for sales, but is it essential? Read on to find out.

“How can you fix sales performance problems without having spent your career in my industry?” is one of the most common questions I am asked as an Outsourced or Fractional Sales Leader. 

This is an understandable question because many business leaders don’t realize the issues hindering revenue goals are more about the leadership and structure of their sales organization than a lack of industry knowledge.  

[Read more…] about Is Industry Experience Necessary to Fix Sales Problems?

Get valuable insight and actionable tips for structuring your sales team to meet your growth goals.

While the right sales structure is different for every organization, a successful sales team consists of specific role types that have unique skill sets. It takes a very different combination of skills to keep current customers happy versus landing new accounts, and let’s not forget the internal support needed to keep salespeople selling. “Right People, Right Seats”, also applies to your sales department.

[Read more…] about How Should I Structure My Sales Team to Meet Growth Goals?