Reference guides to make your sales team unstoppable.
These are the same processes I work through with sales leadership during an engagement. Nothing here is theory I read somewhere. It is what I say out loud in a conference room when a VP asks why the forecast missed again.
- 01Assessment
A sales team assessment a busy CEO can do in an hour
Most assessments end as a slide deck nobody opens. This one is a list of things to look at, and what each one tells you about where deals leak.
Read - 02Process
Reverse your thinking and your forecast gets more accurate
A stage is a claim about the buyer. Not a checklist for the seller. Define them that way and the pipeline stops lying to you.
Read - 03Team
Build a sales team greater than the sum of its parts
Hiring more sellers does not make a team. Four things do, and none of them are comp changes.
Read - 04Playbook
What a sales playbook should actually contain
The test is whether a rep can find a usable answer in under a minute on a Tuesday afternoon with a buyer waiting. Most playbooks fail that test.
Read - 05Consulting
When a company needs a sales process consultant
Outside help pays for itself in a narrow set of situations. In the others it is a waste of your money, and I will tell you so on the call.
Read - 06Coaching
B2B sales coaching that survives a bad quarter
Coaching is the first thing cancelled when the number is at risk. That is backwards, and it is why teams stay stuck.
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Want this applied to your team?
Give me 30 minutes and tell me where things are stuck. I will tell you honestly whether I can help, and if I cannot, I will say who might.
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