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 […]
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 […]
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 […]
How to Pivot successfully
On Media Watch this week Paul Barry spoke about the most overused phrase in the media during this pandemic. It was “Petrie dish”, as in the “schools are like a Petrie dish for Coronavirus”. Since this pandemic started to bite into the economy about 3 weeks ago, the most overused word in business seems to be “pivot”, […]
August 2019 Newsletter
Links below: JD’s Posts Registration for past and future events and information. Build Your Pipeline Masterclass replay video. Sales Director Central Blogs Sales Coaching is the fastest way to grow your knowledge of sales. It is also the most cost effective, and if done right, Sales Coaching will deliver the best results. Interviewing And What […]
Will unlimited leads solve your rep’s sales issues?
Hey Founders, if you could supply your sales person unlimited leads would that deliver sales success ? No it wouldn’t! It is undeniable leads are a constant source of frustration to enable scale for Founders. But it wouldn’t solve the real issue to create a peak performing sales function. A peak performing sales function requires […]
Average tenure for sales people? 19 Months
Does it surprise you that the average tenure for a sales person is 19 months and has been trending down in recent times? Here are my thoughts on WHY. Most sales people are hired and left to fail. They have little support, after all they are being paid a base salary. The business is poorly […]
