Written by Rob Malec For a business owner, launching a new sales process is as much an exercise in behavioural change management as it is in sales process optimization. To improve sales performance, having your team clear on what to do in terms of the sales process is only the first step. More important is […]
Written by Rob Malec Ask any CEO or business owner the question, “Are you interested in growing your business?”, and they’ll invariably answer with an enthusiastic “Yes!”. When you look at their actions around running and planning for their business, however, the audio doesn’t always match the video in the way necessary for business growth. […]
Many sales managers I work with experience the agony of having gotten down to the final two or three new sales hire candidates but only having the budget to pick one. Each candidate has their strengths and challenges. The sales managers like (and sometimes even love) them all to the same degree. How to decide […]
Working with a Fractional Vice President of Sales can be an ideal way to help increase the sales revenue your company generates. Given the fractional [read: part-time, consulting] nature of this role, navigating the path to results is different than working with a full-time employee. Understanding the dos and don’ts of working with a Fractional […]
In sales, working remotely is nothing new. Dispersed geographic territories and the need for salespeople to meet with buyers regularly necessitate sellers out of the office, so the debate around remote work is moot. What is new, however, is having sellers who manage local territories working fully remotely. People you used to see in the […]
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 […]
“There MUST be a better way to sell!”
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.
I 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.