WORKWEEK

One of the biggest shortcomings of SaaS Sales Leaders is hesitating to address underperformance. When a seller isn’t driving revenue, they compromise themselves, you as their leader and the company. Whenever I have seen challenges with morale, 90% of the time it’s due to poor performance. High-performing salespeople are happier; poor performers will typically pull…

You may be wondering, why is effective decision making so important? If for no other reason, it is the opportunity cost of a poor decision — or worse, making no decision at all. When I say opportunity cost, I am referring to the missed upside of failing to make a decision or making the wrong…

Life, both personal and professional, consists of a series of neutral events. Nothing that occurs to us is inherently good or bad in its nature, it is the perception we have of the situation that dictates whether we see it positively, negatively or are indifferent to it. For example, if a member of your team…

We are in a new era of enablement, rife with sales enablement platforms that promise to be the answer to team productivity challenges. Well-funded companies take this a step further by investing in Sales Enablement functions. In other words, enablement becomes the responsibility of a new team or software solution, allowing you to focus on…

A 1:1 with your sellers is a critical opportunity for you to both learn and share. Where most sales leaders falter, is they see it as an opportunity to do more of the latter and less of the former. All too often, I see the following format: At its core, a 1:1 shouldn’t be seen…

Winning 100% of your opportunities in flight isn’t impossible. When I refer to Deal Excellence, we’re seeking to de-risk every aspect of a deal as much as feasibly possible. For any sales team, an improvement in win rates by even 10% can transform your business. For large enterprises, it can be the difference between multi-million…