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But we are proud to say that Rob Malec contributed 75 entries already.
In my role as a Fractional VP of Sales, I regularly help my clients’ sales managers with the recruitment, hiring, and onboarding plan for their next great salespeople. When I ask about their onboarding process, some business owners chuckle and admit they don’t really have one. “We just kind of throw them in there!” is […]
In my role as a fractional VP of sales, I often see business owners wait too long to bring on a sales manager. As things get busy they find it tough to stay dialled into the sales function. How do you know when it’s time to bring on a sales manager? How to Know When […]
If you’re planning to sell your business, you need to consider what the buyer wants. They want a profitable revenue-generation machine. If you’ve struggled to hit your revenue goals reliably and productively, what can you do to make your business more attractive and achieve the purchase multiples you desire? In my role as a Fractional […]
It’s been my experience as a Fractional VP of Sales that chasing shiny objects is the number one reason for sales revenue generation failure to launch. In sales, ‘chasing shiny objects’ refers to the successive and rapid non-focused pursuit of any and all sales opportunities that look promising. This is a phenomenon in which each […]
When you’ve promoted one of your sales people to the role of Sales Manager, you need to ask yourself: is this person ready to “manage” or will they get caught in the trap of being a “Doer”? In my role as a Fractional VP of Sales, a classic trap I see newly minted sales managers […]
Every sales manager or business owner will eventually encounter a situation in which an employee goes on maternity or paternity leave. In some cases, after a period of time the employee may express a desire to get back to work on a part-time basis before their parental is finished. Of course, before setting up any […]
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 […]
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 […]
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: […]
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 […]
Podcast interview with the Consulting Success®July 9, 2021 - 7:17 pmI recently had an interview on the Consulting Success® Podcast where I talked about the roadmap to mastery in consulting. To listen and read the full interview click HERE
Based in Vancouver British Columbia Rob Malec has been helping his clients increase the revenue their companies generate while operating more effectively as an organization since 2001.
