Leadership Solutions for a Small Sales Team

It’s challenging because small sales teams have a diseconomy of scale. The marginal cost of sales management per rep is increasing with every hire. Those can be direct cost, but also opportunity cost.

Best Practice, Interim and Fractional, Leadership, Sales, OrganizationHenning SchwinumMarch 30, 2021Vendux LLCsmall team, solution, interim, fractional

Why Sales Leadership Matters

Truly effective sales leadership can position your company for long-term sales growth, increasing market share, and sales team member satisfaction and loyalty.

Best Practice, Leadership, Sales, OrganizationHenning SchwinumMarch 24, 2021Vendux LLCgrowth, marketshare, loyalty, satisfaction

How to Run Great Sales Meetings

A few years ago, I attended what I still think of as the best sales meeting of my career. The sales leader who organized it found the right mix. Three days and not a minute felt boring or wasted!

Best Practice, Organization, Sales, Leadership, Tools and Lists, TeamHenning SchwinumMarch 23, 2021Vendux LLCmeetings, bestpractice, kick off

Uncoachable!

Don’t let the negative behavior go on forever. Do everything you can to test if the person can be coached, and then move on when necessary. Time doesn’t make things better -- only action does.

Best Practice, Leadership, Motivation, Organization, Sales, Skills, TeamHenning SchwinumMarch 4, 2021Vendux LLCcoaching, uncoachable, impossible

Sales-Centric or Corporate Soldier?

For me, there is no alternative for a company or an individual to being sales-centric. If you want your business to grow, all parts of the organization have to be focused on selling, and there is no room for “corporate” behavior. Very few products or services sell themselves.

Best Practice, Motivation, Organization, Sales, SkillsHenning SchwinumMarch 1, 2021Vendux LLCcorporate, corporate soldier, sales-centric, omphaloskepsis, company-centric

The Ultimate Checklist on Gig Executives

The terminology used to describe this type of engagement is sometimes confusing: contractor, interim, fractional, 1099, gig, on-demand, project-based, hired gun, virtual, third-party, temporary.

The Humble Leader

One of the best ways is to adopt the humble mind-set of a servant leader. Servant leaders view their key role as serving employees as they explore and grow, providing tangible and emotional support as they do so.

Best Practice, Leadership, Motivation, OrganizationHenning SchwinumJanuary 1, 2021Vendux LLChumble, humility, mindset, superpower

Not a Fit Every Time

Where Does the Fractional Model Work Best? It is not a one-size-fits-all. It does have a place in many SMEs looking for growth, change, and a fresh perspective.

Best Practice, Interim and Fractional, Leadership, Sales, OrganizationHenning SchwinumJanuary 1, 2021Vendux LLCfractional, fit, compensation, span of control, transparency, openness, manufacturing

Revenue and/or Profitability Issues?

In today’s market place no business can afford to stand-still. In fact, it is impossible. One is either moving forward or going backward. And hopefully going forward with profitable new name revenues.

Interim and Fractional, Leadership, Best Practice, Change, OrganizationDavid WireJanuary 1, 2021Vendux LLCbd, business development, revenue, profitability, interim, fractional, solution

Prioritization in Sales - 7 Simple Tips

It starts with the long list of the things that need to get done, making sure that everything unnecessary stays off the list. What remains is still way more than there is time in a day.

Skills, Sales, OrganizationHenning SchwinumJanuary 1, 2021Vendux LLCtime management, prioritize, customer, customer-centric

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