By Cheryl Powers
Building a high-producing sales team is vital to scaling revenue and your company's value. Getting this right and doing it quickly hinges on your ability as an owner to navigate essential questions that shape an effective sales strategy. Let's explore 25 critical questions that, when addressed thoughtfully, pave the way for assembling a sales force capable of propelling both your business growth and company value to new heights.
But before we dive into the...
By Cheryl Powers
Assembling a sales team filled with A-Players is not just an advantage; it's a necessity. For lower mid-market and mid-market business owners, the journey toward sustainable growth and profitability hinges significantly on the caliber of your sales force. But here's the catch: not all hiring processes are created equal, especially when it comes to sales. That's where a Sales-Specific Hiring Process comes into play, a game-changer that can set your business on a trajectory...
By Cheryl Powers
Your Sales Leaders play a pivotal role in a company’s ability to reach targets and satisfy the needs of their customers and their shareholders.
That means their primary job is to put your products and services in the hands of more of the people who will use them to solve their biggest problems while creating profits for the people who own the company.
That’s a problem when most sales managers haven't been trained for and don’t qualify for the...
It didn't take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool. Last week, John Cousineau, creator of Amacus, got me on a video conference and shared what he came up with. Hint: Another way to differentiate top performers.
He...
by Cheryl Powers
How do you know for sure before you hire them that a salesperson or a sales leader can and will do what it takes to succeed? Their resume can't tell you. The headhunter doesn't want you to ask. The candidate will try to convince you in the interview and will likely be a more skillful interviewer than you are.
If you are serious about the success of your sales force and the success of your new hires, you simply can't wing it. You must know the specific sales skills, sales...
by Cheryl Powers
Sales Leaders play a pivotal role in a company’s ability to reach targets and to satisfy the needs of their customers and their shareholders. That means their primary job is to put your products and services in the hands of more of the people who will use them to solve their biggest problems, while creating profits for the people who own the company. That’s a problem when most sales managers don’t qualify for the job.
by Cheryl Powers
Earlier this month my daughter and her Girl Scout friends received their awards for cookie sales. These girls were on fire this year and as I look at the reasons why they did so well, individually and as a team, I couldn’t help but notice that the factors contributing to their success are the very same factors that will make or break your sales force.
They were motivated and goal driven. Beyond the satisfaction of knowing...
50% Complete