Knowledge Center For Chief Sales Leaders
Explore insights, ideas, and practical guidance that uncomfortable leaders use to challenge conventional thinking, navigate complexity, make difficult decisions, and achieve extraordinary results.
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E-Myth Implementation Instructions
Why most small businesses don’t work and what to do about it. This is the sub-title of Michael Gerber’s book The E-Myth. For nearly thirty-years, I have referred small business owners to “The E-Myth”. So, […] Read More
Hiring Salespeople That Are Top Performers
What Is The Secret To Hiring Salespeople? Hiring salespeople that are top performers is difficult, if not impossible. Nearly 60% of new salespeople fail to become top performers. So, what is the secret to hiring […] Read More
Sales Manager Onboarding – Your First 90-days
Congratulations on Your New Position! Now it’s time to get to work on your sales manager onboarding plan. Why? Because over 40% of new sales managers (Chief Sales Leader, EVP, SVP, VP, Director or Manager) […] Read More
Training and Developing Future Sales Managers
How To Develop Future Sales Managers and Chief Sales Executives At face value, the steps for developing future sales managers and Chief Sales Executives is straightforward: Identify high potential candidates Assess each candidate’s skills and […] Read More
Sales Assessments: Conversations vs. Personalities
Should Sales Assessments Focus On Salespeople’s Personalities or Sales Conversation Execution? Traditional sales assessments evaluate the cognitive thinking, behaviors, motivation, communication style, leadership potential, and sociability of salespeople. There are thousands to pick from. Some of my favorites […] Read More
Why Are You Hiring Salespeople With Industry Experience?
Hiring Salespeople Without Industry Experience Will Never Work In My Company! Are you sure about that? The CEO of an insurance company recently stated, “we only hire seasoned producers from within our industry because they […] Read More
How To Implement Radical Candor With Employees
Executive Summary Radical Candor is a book by Kim Scott that chronicles the trials and tribulations of her management journey. Scott outlines a framework for engaging candid conversations with employees and peers. She does a […] Read More
How To Get Salespeople To Use A Sales Playbook
Executive Summary A sales playbook is a great management tool for getting sales, product, pricing, and marketing managers on the same page. In short, it helps them define, organize, centralize, and disseminate five categories of […] Read More
How To Expedite Onboarding New Salespeople
Time Is The Enemy When Onboarding New Salespeople In a perfect world, new salespeople would immediately begin to sell and generate opportunities. This is true for new insurance producers, accounting firm partners, and engineering firm sales engineers. […] Read More
Sales Leader Assessment: How To Hire Better Sales Managers
Reducing Risk When Hiring Sales Leaders With the sales leader failure rate at an all-time high, it’s time for a more comprehensive sales leader assessment. One that evaluates a job candidate’s ability to build and manage sales […] Read More