Working in the sales industry, you meet a lot of business owners and managers that prefer a commission-only pay structure for their salespeople. There are a lot of beliefs that it’s more motivating for salespeople if they don’t receive a salary or if they only bring home a paycheck when they work extra hard. […]
Sales is unique because the languages and expectations are different from company to company. We even see varied techniques and processes between people on the same team, which makes the job very difficult to track and manage. However, there are key sales metrics that every business should track, no matter what. The Most
Deciding to get better at something takes some guts. And frankly, so does tracking KPIs. You have to look at the things you’re doing wrong or not doing well enough. And you have to come face-to-face with your flaws and gaps in knowledge. That’s why most salespeople refuse to track their numbers. All of their
Do you know how some salespeople always seem to be on all the time? Guess what; they’re really not. They just know how to stay motivated in sales even if they’re not feeling it. If you’re a big biography reader, you may have noticed a trend with very successful people. Almost all of them
How to Stay Motivated in Sales Even When You’re Not Read More »
One thing that all salespeople can agree on is that having a deep pipeline lessens some pressure. But that’s also part of the problem because, and I hate to say this, it can lead to laziness. That’s why managing the sales pipeline is always important, no matter your current situation. It’s easy to forget
One of the most fundamental parts of scaling your business is knowing when and how to hire salespeople. You want to do it right the first time, but it’s a daunting task if you’ve never done it before. If you’re like many entrepreneurs, you or your small team are probably wearing a lot of hats,
Go to any bookstore. You will find dozens, maybe even hundreds, of books on training employees and team members. Do you know what you don’t see as often? Books on training salespeople. Since too many people believe selling is an inherent trait or natural talent, businesses primarily focus on sales training for their products
Training Salespeople to Succeed by Letting Them Fail Read More »
Building a sales team is a huge milestone. But leading one? That’s a different skill entirely. So, if you’re in the planning process of hiring salespeople, you also need to have a foundation for how to lead a sales team. Assuming you’re a founder who’s done most of the selling yourself, you may already realize
How to Lead a Sales Team That is Excited to Work for You Read More »
When you’re running a small business, you don’t have the luxury of separate teams or sales vs. marketing conflicts. You have to understand and do both. But if you come from a background in only one of them (or neither!), it can be a huge challenge to figure out where to focus your limited time
Sales vs. Marketing — A Guide for Founders Who Are Doing It All Read More »
If you’re a founder still doing most of the selling yourself, you’ve probably already noticed something: Not all sales skills are the same. So, when it comes to hiring, you might be stuck in the sales hunters vs. farmers debate. See, some people thrive on opening doors and chasing the next opportunity. Others excel at
