About Elizabeth Frederick

Elizabeth is CFS's Operations Officer and Senior Advisor and is the Product Manager for the Criteria for Success Sales PlayBook. She writes about sales leadership, management, teamwork, motivation, and process based on her work with CFS's clients.

What People Forget to Include in Leadership Training Programs

Leadership training programs are a great idea for any organization. Having a consistent program to develop your team will pay off with morale improvement, skill sharpening, and new leader identification. Unfortunately, many people forget key things when they’re developing leadership training programs. Here are 4 things to remember as you’re designing yours. 4 Elements to Remember in [...]

By | 2017-05-11T17:15:31+00:00 May 18th, 2017|Sales Leaders|0 Comments

Interview Training for Sales Managers – 5 Key Components

If you’ve done any hiring lately, you may have noticed that it seems like salespeople have gotten interview training. They know what questions you’re going to ask, and they have practiced how to answer them in the best manner. Making it worse, salespeople tend to be naturally good at interviews. They are used to selling [...]

By | 2017-05-08T15:58:45+00:00 May 9th, 2017|Sales Leaders|0 Comments

7 Sales Technology Trends to Master

In today’s evolving business climate, it can be hard to stay on top of the sales technology trends affecting your market. But if you fall behind, your competitors may leap ahead of you. Here are 7 sales technology trends you should master. And no, biking in VR glasses is not on the list! 1. Empowered [...]

By | 2017-04-24T12:23:03+00:00 April 27th, 2017|Sales Leaders|2 Comments

It’s Not Just a System – 5 Key Elements for Your CRM Process

When you think about a CRM process, it’s easy to focus on implementation. Once you have the system up and running, it can be tempting to assume the sales process is all you need. But if you don’t take the time to develop a CRM process, your system will quickly lose value. Here are 5 [...]

By | 2017-04-13T10:33:13+00:00 April 13th, 2017|Sales Leaders|2 Comments

3 Keys to Managing Your Prospecting Process

Yesterday, I posted about creating a process for prospecting. The initial process development is just the start – it’s important to manage your prospecting process on an ongoing basis. Here are three keys for managing your prospecting process. Ask yourself the following questions. How are you holding your team accountable? Once you’ve identified who is [...]

By | 2017-03-22T15:54:54+00:00 March 30th, 2017|Sales Leaders|4 Comments

4 Basic Elements to Create a Prospecting Process

When you’re developing a sales process, it can be easy to focus on opportunities. What are the pipeline stages? How are won and lost opportunities handled? The sales process can take time and effort to develop, so why bother to create a prospecting process? People often consider the top of the funnel to be intuitive. [...]

By | 2017-03-31T12:33:11+00:00 March 29th, 2017|Sales Leaders|2 Comments

Sales Process Development: How to Keep It Fresh

It can be tempting to think of sales process development as a one-time thing. You build your process and you’re good, right? Over time, you’ll need to review and revise your sales process. If you don’t, you’ll eventually need to start back at the beginning. We recommend reviewing the process quarterly. Here are five things [...]

By | 2017-03-14T18:08:39+00:00 March 16th, 2017|Sales Leaders|2 Comments

Sales Process Management: Measuring Success

When we think of sales process management, it’s easy to focus on developing the process, monitoring its use, and revising it over time. Don’t forget measurement! One of the benefits of a clearly defined sales process is that it provides you with a foundation for measuring results. If everyone is following the process and all [...]

By | 2017-03-13T11:54:17+00:00 March 2nd, 2017|Sales Leaders|0 Comments

Is Your Company Culture Hurting Sales?

If your sales are struggling, it can be hard to determine the problem. You might look at the process, your team’s skills, or individual salespeople or managers. One factor that often gets overlooked is company culture. So how can your company culture hurt sales? Whether it affects salespeople or customers directly, company culture can drive [...]

By | 2017-01-31T16:11:52+00:00 February 21st, 2017|Sales Leaders|0 Comments

Sales Team Development – What Stage Are You?

Sales team development can be a difficult thing to measure. How mature is your team? Are they operating at their best level? Using Bruce Tuckman’s stages of group development, you can evaluate the stage of development your team is functioning in and, if necessary, work to move to a more effective and productive state. Tuckman’s [...]

By | 2017-01-26T14:14:15+00:00 February 7th, 2017|Sales Leaders|0 Comments