How Safe is Your Sales Culture from ‘Going Wells Fargo?’

Posted by Everett Hill on Thu, Dec 01, 2016

The talking heads on TV news have moved on to other things, but the popular media continues to reverberate with wrong-headed opinions about the Wells Fargo consumer account debacle.

It’s time to weigh in with clear thinking for sales leaders.

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Tags: sales coaching, sales leadership, executive leadership, leadership excellence

5 Surprising Ways to Fire Salespeople

Posted by Everett Hill on Sun, May 08, 2016

When I’m exploring sales performance issues with CEOs and their sales leaders, I always dive deep into what they feel the next steps should be. 

I hear things like:

“We need a sales process—we’re not growing volume/margin like we should.”
“We need better efficiency and transparency--our CRM isn’t performing.”
“Our salespeople need better motivation--help us change the compensation plan.”

These may be valid pieces to the puzzle, but they’re not necessarily the highest priorities.

Only rarely do I hear an accurate self-diagnosis of the root cause of a lot of pain:

“We need to get the right people on the bus.”

 

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Tags: sales transformation, sales leadership