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 […]
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 […]
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 […]
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 […]
“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.