For business owners, hiring sales overachievers is only part of the revenue generation success equation. The other part is the toolkit you provide those folks to excel and maximize revenue. Building a sale is just like building a physical product. Done the right way it is an efficient and effective process with defined inputs and […]
Wondering why your business isn’t reaching its Rev Gen goals? Here’s the things you should be looking at to diagnose what’s at the heart of the problem… In the realm of sales KPIs there are leading and lagging indicators. Lagging sales indicators such as revenue sold versus sales plan are the ones most all business […]
Q: What is the [not so] secret to your company over achieving its sales goals? A: Hire amazing salespeople [of course]. Here’s how… Ever thought you’ve hired a great sales person only to see them underperform and exit the organization in 9 months? Aside from being frustrating, this is an expensive experience. Paying 9 months […]
Here’s a silly question… Would you like your company to hit its sales and revenue generation targets reliably and predictably? I’m going to go out on a limb and say the answer is yes ????. There is a very simple recipe to make this happen. Implement it and you will be golden. It’s called The […]
Is this you… “We’ve got a great product/service. We work hard to service our clients. Our offering is so good it should sell itself! Our sales team seems to have a hard time selling it though. How can we 2x this thing?” Some think the path to revenue growth is all about sales technique […]
Many business owners struggle with salesforce compensation. If this is you, you are not alone. It comes up all the time in my Revenue Generation consulting practice. Some feel they are not paying enough and worry their best sellers will leave. Others feel they are overpaying and are giving away margin dollars. Maybe salesforce compensation […]
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
Every now and then I come across interesting content that helps inform my approach to business. The following article was written by Ryan Holiday and arrived in my inbox via his daily newsletter based upon the thinking and writing of The Stoics. It contains some great thoughts about the value of taking a lifelong approach […]
The Bottom Line: A business owner should have their sales team generating at least 3x-5x their total compensation annually. The Pain: When some business owners invest in hiring salespeople their primary measure of ROI is simply relief. “Thank goodness I finally have someone to take care of sales in my business!”. A common trap/pitfall at […]
“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.