Categories
-
Recent Posts
Author Archives: Adam Kash
Planning for 2022: A roadmap for Success
Okay-you’re “rolling your eyes” and thinking: “Is it really that time of the year again?” It doesn’t have to be that way. We see this as the roadmap for 2022 Success. If done right, it can be a catalyst for … Continue reading
Coaching For Results
PRE-WORK: 1. Set clear goals/expectations (identify the experience skill level and how you need to help. Does the person need more training or support?). 2. Do your homework and review current performances. 3. Provide regular performance feedback. Recognize and reward … Continue reading
How NOT to Recruit for Top Sales Talent!
It’s a fact: Most companies really “Struggle” to hire good salespeople! There are definite reasons, and we’ll share what they are doing wrong (which results in high turnover) and huge time and financial drains. Here are the major problems: Sales … Continue reading
Posted in Uncategorized
Tagged Mangement, Recruiting, Sales, Sales Development, Sales Management
Leave a comment
Sales Leaders: How to STOP the Pipeline Leakage & Overcome the “BS”
It’s been said a Great Pipeline has: Quantity; Quality; Balance; and Movement. Time to get real….get to the REAL questions, commitments, and accountabilities- without the excuses and “get sales people focused” week in and week out! The “NO BS” WEEKLY … Continue reading
Posted in Uncategorized
Leave a comment
One “Hidden” Reason that over 50% of Salespeople Don’t hit quota year in and year out!
Picture this scenario: Your CFO comes to you at the end of the quarter and says, “Boss, we’ve got the final numbers. We’re about 50% confident that they’re correct!” What would your reaction be? How long would it take to … Continue reading
Insights on Dealing with the “PRICE” issue in Sales
Price is always a “component” of every deal you are involved with.Let us ask you: Have you ever sold something when you were the “Higher Price?” How about the opposite: have you ever “lost” a deal when you were the … Continue reading
WHEN WAS THE LAST TIME YOU DID A PERFORMANCE AUDIT OF YOUR SALES STAFF?
As companies are coming out of the COVID “hibernation” & challenges, we in Management are faced with critical questions about our existing sales team: Who has “produced” sales in the past year (at least 90% of quota)? Who has not? … Continue reading
IF you replaced your Poorest Sales Performer…what could you afford to do to increase Sales Revenue?
On Jan17, 2021 Vistage released results from their “CEO Confidence Index Survey.” CEO survey question: Did your sales team meet or exceed quota? Answer: ONLY 33% met or exceeded quota! Why so low? In today’s COVID-19 Environment, since March 2020, … Continue reading
Posted in Uncategorized
Tagged Sales, Sales Development, Sales Leadership, Sales Training
Leave a comment
Growing Sales using Science and Reality in Q1 2021
The pandemic has been with us for almost a year! It’s time to really look at Salespeople, and Sales Management with Science, Data, and Objectivity in 2021. Experience tells us that many CEO’s, Presidents and Owners have gotten more involved … Continue reading
Successful Sales Leadership & Sales Management in 2020: A Retrospective
We have had the good fortune of working with some excellent companies and teams in 2020 before and during the COVID-19 pandemic. We’d like to share some Sales leadership & Sales Management Practices, Observations, and Insights that the strong leaders … Continue reading
