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.

3 Purposes of Sales Forecasting

Sales forecasting is a common topic of discussion among sales leaders. Forecasting can shape the stock market and drive key business decisions. But if you listen to what people say about sales forecasting, you might discover that people are sometimes having different conversations. One person might be talking about sales targets, while others are talking [...]

By | 2017-07-17T11:51:21+00:00 July 19th, 2017|Sales Leaders|0 Comments

Bad Management Habit to Break: Coasting

It’s summertime, and the livin’ is easy. Right? Unfortunately, summertime is also a great time for some bad management habits to creep in. Coasting is one of the worst. It can be easy to remember to monitor your poor performers, but even top performing sales reps tend to experience slumps and can fall into bad [...]

By | 2017-06-29T16:17:32+00:00 July 6th, 2017|Sales Leaders|0 Comments

Want to Grow Sales? Change Your Mindset

When you are trying to grow sales, it’s tempting to start by looking at your sales process or your team. Regardless of your approach, the best place to start is to change your mindset. 3 Ways to Change Your Mindset 1. Handle your head trash. Head trash is the little voice in your head that [...]

By | 2017-06-21T12:49:16+00:00 June 27th, 2017|Sales Leaders|0 Comments

12 Surprising Places to Find Inspirational Speakers

If you’re looking for inspirational speakers, don’t restrict yourself to TEDTalks. Instead, check out the world of podcasts. You might be surprised with what you find! Here are 12 podcasts we love. We welcome any additional suggestions you can provide – we’re always looking for more inspirational speakers. 12 Podcasts with Inspirational Speakers 10% Happier [...]

By | 2017-06-13T12:05:00+00:00 June 14th, 2017|Sales Leaders, Sales Success|0 Comments

Want a Winning Culture? Share Your Epic Fails

When you think about building a winning culture, it can be easy to focus on the positive. It’s logical (and fun!) to share success stories, inspire teamwork, and align the team on common goals. But what we often fail to consider is that teams can come together even more strongly when they are aligned against [...]

By | 2017-05-30T15:55:18+00:00 June 1st, 2017|Sales Leaders|0 Comments

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 | 2017-07-05T17:36:45+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 | 2017-06-21T17:37:38+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 | 2017-07-05T18:04:15+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 | 2017-07-12T13:21:10+00:00 March 30th, 2017|Sales Leaders|4 Comments