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.

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

Organizational Change Management: The Key to Executing Your Plans

So you spent the last few months of 2016 putting together some pretty complicated business plans and sales goals for 2017. Maybe you’re going to be doing some hiring, implementing a tool like CRM or a Sales PlayBook, launching a new product or service, or starting a training program. The biggest key to implementing your [...]

By | 2017-01-11T12:41:28+00:00 January 17th, 2017|Sales Leaders|0 Comments

How to Grow Your Business: Fix 6 Sales Problems

As you begin the new year, you’re likely thinking about how to grow your business to hit your goals. One great method to grow your business is to identify and solve problems that have been holding you back. But it can be difficult to figure out which problems have been affecting your growth, and you [...]

By | 2017-01-04T12:19:12+00:00 January 5th, 2017|Sales Leaders|0 Comments

How to Fire an Employee Without Losing Customers

Firing an employee is never fun, but firing a salesperson or account manager can be even harder. There’s always a risk that you’ll lose prospects or customers. Here are 8 simple steps for how to fire an employee without losing key relationships. Know when it’s time to let someone go. One important thing to realize [...]

By | 2016-11-08T09:46:40+00:00 November 8th, 2016|Sales Leaders|0 Comments

12 Signs Your Sales Training Program Is Failing – and How to Avoid It

Have you ever implemented a sales training program and been disappointed with the results? Maybe it looked something like this: Symptoms of a Failing Sales Training Program The purpose of the sales training program is unclear, either to management or to participants (or both). Some or all of the salespeople don’t believe they need sales [...]

By | 2016-10-04T11:51:09+00:00 October 4th, 2016|Sales Leaders|2 Comments

4 Factors in How to Define Expectations with Your Sales Team

Learning how to define expectations is one of the key responsibilities for any sales manager. But have you noticed that your various salespeople respond very differently when you set sales expectations? Some salespeople will see any expectation, whether an activity goal or a revenue quota, and do all they can to reach it. Others may [...]

By | 2017-02-23T14:53:17+00:00 September 15th, 2016|Sales Leaders|1 Comment

Change Management: How Building a Sales Playbook Can Fail

When I’m speaking with prospective clients, one of the best questions they can ask me is “What would cause this program to fail?” It shows me that they’re invested in making things work and really thinking about how to implement our sales growth program. I typically respond with some specific things we’ve noticed as the [...]

By | 2016-10-17T16:47:37+00:00 August 30th, 2016|Sales Leaders|0 Comments

Why Bother with Team Building for Sales?

We talk a lot here about team building for sales. We’ve posted lists of sales team building activities and team building quotes, and we’ve often written with the assumption that our readers are invested in team building for sales. But as we meet with people, we occasionally hear other perspectives. If my sales team is [...]

By | 2016-10-17T16:47:51+00:00 July 26th, 2016|Sales Leaders|2 Comments