CEO Sales Guide
Helpful resource for Presidents, CEOs, and Business Owners to understand the people, systems and strategies that impact sales and business growth
Coaching & Training
coaching-training
A Sales Manager’s Blueprint for Coaching and Accountability
In today's sales environment, leaders face unprecedented challenges—hybrid teams working across time zones, constantly shifting markets, and fierce ...
Sales Hiring as a Growth Strategy
Hiring great salespeople has never been more critical—or more challenging. The stakes are high. A single bad hire can cost your company more than ...
The 90-Day Sales Manager Playbook: How to Start Strong and Succeed
As a new sales manager, your first 90 days will either set you up for success—or create challenges that you will need to fix down the road. Whether ...
Creating a Client Scorecard
We have been working with a lot of our middle market clients lately on implementing or refining scorecards for sales or sales leadership roles. The ...
The Recruiting Strategy That Builds Winners
Building a coaching culture isn't just about what happens after a hire; it's about attracting the right ...
How Great Sales Managers Develop Future Leaders
As a sales manager, your legacy isn't defined by your personal numbers, the deals you helped close, or ...
How to Measure Coaching Success
In a competitive sales landscape, consistent performance and career growth don’t happen by accident, but ...
Coaching for Development vs. Coaching for Production
In today's hyper-competitive business landscape, the difference between mediocre and exceptional sales ...
Manage Agreements, Not People
As a sales leader, you're walking a tightrope every day, driving consistent results while giving your ...
A Sales Manager’s Blueprint for Coaching and Accountability
In today's sales environment, leaders face unprecedented challenges—hybrid teams working across time ...
How to Build an Effective Onboarding Program That Drives Results
Hiring the right salesperson is just the beginning. Without a solid onboarding process, even top talent ...
Sales Hiring as a Growth Strategy
Hiring great salespeople has never been more critical—or more challenging. The stakes are high. A single ...
Balancing Short-Term Wins and Long-Term Growth in Sales Coaching
Every sales manager knows what it feels like to train for a marathon while competing in daily sprints. ...
No-Excuse Culture: How to Foster Accountability on Your Sales Team
In sales, the difference between good and great often comes down to one crucial factor: accountability. ...
The 90-Day Sales Manager Playbook: How to Start Strong and Succeed
As a new sales manager, your first 90 days will either set you up for success—or create challenges that ...
Coaching to Reach Decision Makers
It is obvious that more sales will happen if your team starts the conversation with people who have the ...
Psyched to Sell
How excited is your sales team? How passionate are they about your product or service? There's nothing ...
Re-framing Pricing Conversations
Salespeople run into many common challenges and a difficult one to artfully overcome is the pricing ...
Remote Selling In Era of 'Social Distancing'
Here are two videos I posted on LinkedIn as the coronavirus forced salespeople to work remotely. The ...
Is the MVP of Your Sales Team like Giannis Antetokounmpo?
Who is the MVP of your sales team? Milwaukee, Wisconsin, where our office is headquartered, happens to ...
Self Limiting Beliefs in Sales and How to Coach Through Them
One of the common stumbling blocks we see holding salespeople back is self-limiting beliefs that prevent ...
Coaching Ruts and How to Get Out of Them
Every sales manager we talk to says, "I coach my team all the time." But their idea of coaching often ...
Goals-Based Coaching
Do your sales leaders keep it simple when it comes to setting goals for their team? One of the common ...
Living in the Land of Ahs
One of the things that absolutely destroys sales is when the buyer perceives a lack of confidence in the ...
What Makes Your Sales Team Likable, Knowledgeable, and Memorable
Salespeople and sales leaders often ask us: "What can I do to stand out?" This is particularly important ...
Creating a Healthy Coaching Environment in Sales
One of the barriers sales leaders encounter when trying to establish a consistent coaching rhythm with ...
Wanted – Humble Sales People
One of the challenges when you're hiring salespeople (or coaching them) is the dichotomy between being ...
Two Great Sales Lessons From the Film Free Solo
A few weeks ago I was flying across the country, and was able to watch the Oscar-winning film Free Solo. ...
Leveraging Sales Enablement Practices that Drive Performance
How much focus do your sales managers put on conversation speed and tonality when they coach their ...
How to Retain High Performing Sales People
Over the years you may have noticed a difficulty in keeping your highest performing sales people on your ...
Building a Culture of Sales Accountability
When we talk with CEOs about sales accountability at their companies, we usually hear stories about ...
10 Activities Sales Managers Should Focus On
When I talk with CEOs, I often hear them complaining about how their sales managers are always busy, but ...
Where Should CEOs Invest Their Sales Training Dollars?
A question that I often hear when speaking with CEOs is where should they invest in training? When I ask ...
What Should CEOs Worry About When Hiring a New Sales Manager?
In last week’s post we talked about growing your company to the point where it makes sense to hire a ...
Are Your Sales Managers Having the Right Coaching Conversations?
Most sales managers believe they’re already having coaching conversations, but when we dig a little ...
Questions Your Sales Leaders Should Ask Halfway Through the Year
Yesterday marked the end of June, which means if your company runs on a calendar year you've hit your ...
Are Your Sales Managers Acting Like Tony Soprano?
Paulie: “Here you go Tony. I know my envelope has been a little light these past few weeks, so this ...
Driving Growth through Goals-Based Coaching
How much do your managers know about the hopes, dreams, and aspirations of every member on their team? ...
What UNC Coach Dean Smith Taught Us About Sales Metrics
Legendary University of North Carolina basketball coach Dean Smith died on Saturday. Sales managers ...
Keeping Your Sales Team Focused through Goals-Based Coaching
As a follow up to our recent post “Is Your Sales Forecast Giving You a False Sense of Security” I think ...
Wisconsin CEOs: Lessons Your Sales Team Should Learn from the Packer’s Stunning Defeat
I’m still shocked. The collapse I witnessed during the NFC Championship Game on Sunday is going to ...
Looking Back to Look Forward – Six Exercises to Help Develop Your 2015 Sales Plan
This is usually the time of year when I write a “Year End Sales Strategies” blog post outlining some of ...
Coaching Rhythm and Texting While Driving
My last post talked about the challenges of teaching my middle daughter, who recently got her learners ...
What Do Driving Instruction and Sales Coaching Have in Common?
My middle daughter just got her learners permit, so I’ve been spending a lot of terrifying time in the ...
How Much To Budget For Sales Training
If you’re on a calendar year, your VP of Sales is probably preparing their budget for next year. How ...
Using Sales Role Play To Spot Trends
One of the areas we focus on during our sales development programs is skills improvement through the ...
5 Steps to Hiring Your Best Salesperson
Making the decision to hire a new sales person can be the hardest part of the process. Once you get over ...
Right Revenue vs. Wrong Revenue - Do Your Sales People Know The Difference?
Not all revenue is created equal. Believe it or not, there is such a thing as “bad revenue” and it can ...
Why Managers Struggle When Holding People Accountable
Creating a “Culture of Accountability” is the cornerstone of building an over-achieving sales team. And ...
Ask Questions to Ensure Your Sales Team is Slowing Down
Last week we took a look at how you and your sales teams can improve on their effective listening ...
Slowing Down May Help Increase Revenue and Deal Velocity
In this fast paced world, a lot of sales teams have a high-speed mentality. But it turns out that being ...
A Practical Story About Effective Sales Listening
I’d like to share a personal sales story to illustrate an issue we often see in our coaching ...
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