Reference guides on how sales teams actually work.
No frameworks to license and nothing theoretical. These are the same explanations I give sales leadership during an engagement.
- 01Assessment
What a sales team assessment actually looks at
Most assessments produce a slide deck nobody uses. This is the list of things worth examining, and what each one tells you.
Read - 02Process
Sales process stages that actually mean something
A stage is a claim about the buyer, not a note about the seller. Here is how to define stages so a pipeline review stops being a guessing game.
Read - 03Team
How to build a sales team out of individual reps
Hiring more sales people does not create a sales team. Four things do, and none of them are compensation changes.
Read - 04Playbook
What a sales playbook should contain
Most playbooks are unread PDFs. A useful one is short, specific to your buyer, and answers the questions a rep has in the middle of a live deal.
Read - 05Consulting
When a company needs a sales process consultant
Outside help is worth it in some situations and a waste of money in others. Here is how to tell which one you are in.
Read - 06Coaching
A weekly coaching cadence for sales managers
Coaching fails when it has no schedule and no structure. This is a cadence a manager can run in a few hours a week and keep running when the quarter gets tight.
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