Category: Sales Leadership

Why NRR Will Matter More in 2023

Co-author: Rachel Epstein The current economic climate is causing customers to re-evaluate the necessity of existing vendor partnerships and SaaS platforms thus leading to a possible increase in customer churn next year. The last thing any sales leader needs right now is to worry about customer retention while already stressed out about reaching their, probably unrealistic, quota that’s been set for 2023. A proactive strategy for retaining your customer needs ...

December 14, 2022

No Sales Process = No Revenue Progress

Co-Written with Rachel Epstein Salespeople often don’t enjoy following imposed rules around selling. And we get it – it can seem more like a burden than a benefit. But companies without a formalized and documented sales process are more likely to have underperforming reps who generate less revenue. In fact, HBR reports that companies with a formal sales processes in place see a 28% increase in revenue. It’s simple… if ...

October 21, 2022

Recession-Proof Your Pipeline…..Now

We’ve had a lot of turbulence in the last three years. The pandemic, the Great Resignation, and most recently the war in Ukraine which has pushed the price of oil and gas to an all-time high. All this turmoil has increased prices of just about every consumer good and I’m now seeing an impact on business spending because of talk about a looming recession. The result for your sales team ...

June 1, 2022

Be Proactive to Save Top Talent

How are The Great Resignation and Inflation connected? Ever since the pandemic, we’ve seen increases in prices when it comes to the food and housing market. Combine that with the highest ever rate of resignations and career switching ever in the history of US (In November 2021, 4,510,000 people quit compared to 3,084,200 in November 2019) and you get a huge surge in salary increases and the hottest job market ...

April 27, 2022

What Are You Doing to Improve Your Leadership Skills?

The last two years have been a challenging time for sales leaders as we’ve tried to navigate remote leadership, the Great Resignation, and a global pandemic. So, I hazard to guess that you might not have had professional development at the top of your radar. It’s your responsibility to ensure that you’re a better and more effective sales leader each year. When you interview sales rep candidates you probe ...

February 23, 2022

The Cost of Not Having Buy-In

WARNING – If you found my last sports-related blog post 2 weeks ago boring and something you couldn’t relate to, I’m sorry, but I’m back with more leadership lessons from Big 12 Football. Yesterday, Lincoln Riley, Head Football Coach at SEC-bound (not bitter) Oklahoma Sooners, announced that he was leaving OU for USC with NO warning, NO discussion, and NO explanation. After the sports and Twitter universe took a collective gasp, they ...

November 30, 2021

Go for 2 and the win!

“We made the decision early. If we scored, we were going for two — going for the win.” – Coach Leipold Something amazing and very unexpected happen last week. The Kansas Jayhawks beat The Texas Longhorns at DKR Texas Memorial Stadium. That’s right, we’re not talking about the top-ranked KU Men’s basketball team. No sir, y’all, we’re talking about the 1-8 Kansas Football team! The 31-point underdogs beat the SEC-bound ...

November 17, 2021

5 Steps to Hiring the Right Sales Person: Step 5

Step 5 – The Formal Offer You’ve spent the last couple of weeks narrowing the field from 100+ resumes to one final candidate. Now, it’s time to close the deal. You’ve come this far so we don’t want you fumbling the ball on the 2-yard line. Here are the steps I take to ensure I seal the deal. The Verbal Offer I call the candidate a day after the last ...

October 13, 2021