Building your sales team – hiring your first sales rep
Sales Coaching is the perfect way to grow your business, capability and career. What is Sales Coaching? At some point, you, the Technical Founder, must decide to hire your first sales rep to continue the growth of your business. The key questions you and your advisory board need to ask are: Is now the right time to […]
Sales Leaders guide to managing sales reps with mental health issues
Sales Leaders (this includes Business Owners, Founders, Sales Managers) are all responsible for our own mental well-being and of those we care about and engage with on a daily basis. Sales Leaders witness the resilience in their sales reps every day. It takes a special person to choose sales. To be open to being rejected […]
Hiring a Sales Leader vs Hiring a Fractional Sales Leader
Are you thinking about hiring a sales leader? Have you wished to be out of the sales function in your business and have someone else take ownership of sales? We share our thoughts about why you should hire a sales leader, and why you would consider a fractional sales leader as an alternative. Our sales and sales […]
Accountability Culture
In the dynamic world of sales of a complex solution, ensuring accountability among sales reps is a vital pillar for success and for ensuring you manage a high-performance sales team. You cannot achieve organisational goals and drive revenue growth without accountability. There is no high-performance without accountability. The ability to consistently meet and exceed targets while maintaining […]
Key learnings heading into 2024
In the last 12 months we’ve worked with 20 customers on improving their sales leadership capability and enabling them to have predictable, sustainable revenue. We’ve presented at countless events on Sales Leadership or Growing revenue. We’ve also run two separate surveys. The first was with a large group of Founders looking for capital and the second […]
Fractional Executives
If you need C-Level expertise and experience in your business, should you hire a fulltime employee, hire a consultant, use a coach or engage a fractional executive? Of course, we recommend a fractional executive. Why? The fractional role offers the most value and the best ROI. All can work for you but be clear on what […]
Direct sales or Channel or Distributor?
We have the pleasure of being involved in the early stages of many fascinating start-ups in the tech space. At some point in the journey the question comes up about direct sales vs channel/partner sales vs distributor. Each business should have the conversation about the different sales strategies to extend reach and drive revenue. Each approach has its […]
The “Busy” Sales Rep: Why Activity Alone Doesn’t Guarantee Success
We’ve all seen them in the workplace—the sales rep who’s constantly on the move, always busy, and seemingly engaged in a whirlwind of activities. They’re working hard, or so it seems. But here’s the catch: for all their action, they rarely hit their sales targets. Why does this happen, and what can we learn from […]
The Power of Emotional Intelligence in Sales Leadership
Ever had the situation where the leading sales rep has been promoted to be the new Sales Leader? Happens all the time. The most common outcome, at least in the first few months, is your revenue decreases (because the best rep is now the leader) and the sales team complain about the new sales leader. The […]
How to fix it to kick start revenue growth
Is this you? I’m a tech founder. I’ve found a great niche; a serious problem that I know how to solve. I had great traction early on. I love talking to people about this. I’m inspired. I’ve built a great product. I do great demos. I’m now struggling to scale. I think I hate sales. Why […]
