Through our blog posts, we are looking to share not only the value that interim and fractional sales leaders bring to an organization. We also cover a variety of topics and share our experiences, all of which are part of the “day-in-a-life” of a sales professional.
Sign up to receive updates.
Managing up doesn’t mean sucking up. It means being the most effective employee you can be, creating value for your boss and your company. That’s why the best path to a healthy relationship begins and ends with doing your job, and doing it well.
Read MoreWithin a business, an individual sales opportunity can be evaluated against all other past and current opportunities, those lost and those won. These metrics allow us to estimate the close probability. Not as a guesstimate, but rather with statistical probability.
Read MoreToday’s job descriptions for Sales Executives: (1) they are ambiguous and nebulous; (2) they are a reflection of diverse corporate cultures; and (3) they may/may not resonate with the reader.
Read MoreToo many companies and too many executives like to describe themselves as Thought Leaders. They want to be recognized as an authority in their field, as the one with the original thinking that others follow.
Read MoreThe OECD defines a scaleup company as a company having an average annualized return of at least 20% in the past three years with at least ten employees at the beginning of the period.
Read MoreIn mature markets and interchangeable products, in disruptive businesses and first-to-market situations, …when you need salespeople to do incredibly hard things, when they need to overcome rejection every day, they need to be bought into the vision. That is the fuel that keeps them going.
Read MoreNow, why are there so many businesses that have a CFO, CTO, and COO, three internally focused functions, reporting to the CEO, but not a Chief Sales, Chief Commercial, or Chief Revenue Officer?
Read More99.9 % of all businesses in the US fall into the category of small- and medium-sized enterprises. Consequently, enterprise deals are few, and because of all the factors described above, they are hard to win. And with the obvious big win in sight, the risk is high.
Read MoreIn a culture of accountability, people demonstrate high levels of ownership to think and act in the manner necessary to achieve organizational results. Rather than having accountability forced upon them, they enthusiastically take it upon themselves.
Read MoreVan de Groep & Olsthoorn identify nine success factors and, like me, argue that the success of any fractional or interim executive assignment is primarily the result of matching the right leader into the organization. Let me put those nine factors to the test, though, specifically for a fractional or interim sales leader.
Read More
