Hiring over your head of sales – When the suit outgrows the wearer.

Let me start by saying that if done right, hiring over the top of an existing head of sales should be a VERY positive thing for both the business and the incumbent. This post tells you when to do it and how to do it: Do [...]

By | June 21st, 2017|Categories: Sales Management, Sales Ops|Comments Off on Hiring over your head of sales – When the suit outgrows the wearer.

Clear signs your sales rep won’t ramp and what you should do about it

A core function of front line sales management is to amplify the results of the team. Due to rapid promotions to management and a lack of core skills development in reps, I am seeing a recurring trend that is killing the leverage we should be getting [...]

By | June 1st, 2017|Categories: Uncategorized|Comments Off on Clear signs your sales rep won’t ramp and what you should do about it

The Magic Acronym to Improve Your Win Rates and Forecast Accuracy

In 2008 I was running an enterprise team for Salesforce.com and had a dilemma with process integrity and CRM data - Enterprise reps were doing a great job in managing their big deal process and following the methodology, but for the smaller, higher velocity deals it [...]

By | December 22nd, 2016|Categories: Sales Management|Comments Off on The Magic Acronym to Improve Your Win Rates and Forecast Accuracy

Building Sales Operations Within Your Start-up

Have you ever wondered why your head of sales is struggling to give you an accurate view of next month’s forecast, or why the slick new reps that you brought in from a high flying SaaS company aren’t selling already? If so, you are probably ready [...]

By | December 12th, 2016|Categories: Sales Management, Sales Ops|Tags: , , |Comments Off on Building Sales Operations Within Your Start-up

How to Manage Your First VP of Sales

This post originally appeared on Saastr.com.  Managing a sales leader for the first time can be quite a challenge for any CEO – This article is intended as a basic guide for ensuring that your sales dragon doesn’t use their powers of persuasion to obfuscate your [...]

By | November 20th, 2016|Categories: Sales Management|Comments Off on How to Manage Your First VP of Sales

3 Sales Rep Profiles Leaders Must Understand

Horses for courses, as they say and I want to share with you a framework for thinking about sales talent profiles and when you should/shouldn't use them. There are a lot of different ways you can profile sales reps, however I find these three the most simple [...]

By | November 10th, 2016|Categories: Sales Management|Comments Off on 3 Sales Rep Profiles Leaders Must Understand