Sales Learning Resources

Good Sales Culture – Seven Criteria to Apply

There are seven criteria you can use to determine if your sales culture is healthy.  From having realistic expectations to prospecting, ongoing education and a rhythm of accountability, this article outlines the seven things that create a healthy and effective sales organization. Expectations Everyone wants to know what is expected of them, and ideally, each […]

Fractional Sales Management – A Partner to the Small Business CEO

Small business owners have it tough…intense need to grow revenue, and limited time and resources to handle all the challenges of running your own business.  I’ve learned from my 15 years as a business owner that there’s one perennial challenge – generating leads and capturing sales to support a business in which the cost structure […]

Sales Management – 3 Elements to a Good Sales Strategy

Sales organizations run a huge risk of marginalizing their results if sales management and their corresponding sales activities aren’t part of a larger sales strategy.  In our years of working with challenged sales organizations of all shapes and sizes, we’ve learned there are three critical elements to having an effective sales strategy, and without a […]

Should You Have a Fractional Sales Manager?

Small businesses often start because the founder has a unique skill, product or process that creates a competitive advantage in the marketplace.  Most often, these founders haven’t had sales experience and in some cases no leadership experience.  They are great people with great ideas but haven’t had the experiences that equip them to be effective […]