Jumping in to save a rep's deal feels like leadership, but it trains your team to call you instead of solving problems themselves. Real sales leadership means coaching the rep, not closing the deal for them. Key Takeaways Rescuing a…
If you want to know how to scale a sales team, document your sales process and prove your close rate before you add headcount, then decide whether your next hire is a leader or another salesperson based on what your…
Most sales forecasts fail for a reason no CRM can fix. Sellers stop telling their leaders the truth the moment honesty starts costing them something. Key Takeaways Why sales forecasts are inaccurate usually comes down to trust, not data Sellers…
Summary The most effective sales compensation strategy for getting a small team focused on high-value complex deals is to layer a significantly higher reward on those deals without reducing incentives on transactional ones. Pair that with product knowledge training, targeted…
Summary When the market shifts, your salespeople are not going to figure it out on their own. That's your job. As a sales leader, your responsibility is to see the change coming, get ahead of it, and point your team…
Summary: Most sales managers confuse empathy with sympathy and pay for it in team performance. Jeb Blount breaks down the real difference, why listening first is the most powerful coaching move you have, and how to hold the line on…
Summary: Q1 is feedback, not failure. Top-performing sales teams use a Q1 sales strategy review to assess whether they have an execution problem or a focus problem, then make targeted adjustments heading into Q2. The key is intentionality: protecting time,…
The sales player-coach — carrying a personal quota while also helping build and lead a team — is one of the hardest roles in sales, and most people in it burn out quietly. Surviving it comes down to four boundaries:…
Summary at a Glance: Training vs. Coaching: Training provides the raw material (knowledge and skills), while coaching provides the refinement and application needed for mastery. The Execution Gap: The difference in performance after training is rarely about the curriculum; it…
You just promoted your top performer to your newest sales leader. They crushed quota six quarters in a row. Closes deals in their sleep. Customers love them. The team respects them. On paper, it's a no-brainer. Six months later, the…
I spent an afternoon at Ramsey Solutions in Tennessee with Jason Williams, Vice President of Sales for the EntreLeadership Division. What stood out wasn't the size of the operation or the fancy building. It was walking into a room where…
A book of business that isn't growing is dying. When your team drifts into "farmer mode" and stops hunting new logos, it's on leadership to make prospecting non-negotiable again. Key Takeaways: How to Get Your Sales Team Prospecting Again Reps…