The Benefits of an Outsourced Sales Manager

Ever wondered how hiring a Fractional Sales Manager could help your business and whether it’s worth it? This article is designed to help make your decision easier by exploring the factors you need to consider when hiring a Fractional Sales Manager. What is Outsourced Sales Management? As you probably know, sales management is the process […]

How to Test for Integrity When Hiring Sales Reps

Integrity matters in any business endeavour. But it’s especially important in sales. When it comes to the trust factor, no job role involves a higher degree of trust than sales. In my role as a Fractional VP of Sales, a mistake that I see business owners make during the hiring process is presuming sales candidate […]

How to Deal with Underperforming Sales Reps

On any sales team, there are top, mid-level, and bottom performers. It’s easy to know what to do with the first two – keep paying them to produce results! Sales leaders often have more trouble dealing with underperformers. When I consult as a Fractional VP of Sales, I typically see two problems with underperforming reps: […]

Top Three Sales KPIs to Ensure Steady Revenue Generation

When things are going well and your sales are up, you can sit back and relax, right? Wrong! Business leaders tend to sound the alarm when sales are already down – but if you’ve waited until your revenue has dipped, it’s already too late. Find out why the best time to question your approach to […]

How to Assess Your Sales Strategy and Execution

Even if a business is well established, the sales strategy should be assessed at least once every six months. A good leader will pause to assess the sales results, then course correct on strategy and execution to ensure the company stays on track to hit its goals. As the old saying goes “if you do […]

The Top 5 Traits of Successful Salespeople

Show me a salesperson who works 60-hour weeks and I’ll show you someone who is inefficient, ineffective, frustrated and likely to leave you sometime soon.  They appear committed and passionate, then they’ve quit and you have a hole to fill. It’s been my experience that the best sellers don’t log a ton of overtime.  They […]

5 Tips to Optimize Your Sales Funnel and Avoid Stagnant Revenue

For business owners, it’s not uncommon for stagnant levels of revenue generation to creep up on you. Most often, this is because of a problem with one or more stages of the sales funnel. Unfortunately, it typically takes one to three months to realize that your revenue is stagnant. By the time you become aware […]

How to Retain Your Top Sales Performers

As a business owner, retaining your top salespeople is important for consistently hitting your sales targets. After all, recruiting is a costly and time-consuming process, and when you hire someone, you want them to stick around for the long haul to minimize disruptions to productivity. As a Fractional VP Sales, I’ve seen how common it […]

Ways to Eliminate Over Promising by Sales Reps

You’ve probably personally experienced the pain and frustration that results when your Sales team over promises to a customer. Nobody’s happy – especially the customer – and you are left to unravel the mess.  Luckily, there is a simple way to short-circuit such confounding situations.  Given that revenue generation is a team sport, ramp up […]

“There MUST be a better way to sell!”

Sell More by Selling Less

After studying many sales methodologies and being thoroughly bamboozled by most of them I thought “there must be a better way to sell. One that is sound, effective and is easy to learn and apply.” That way is The Conversational Sales Method. In Sell More by Selling Less you will learn to master it.

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