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.

Motivate Your Sales Team by Sharing Sales Success Stories

It can be hard to know how to motivate your sales team. Performance goes up and down, and even when they’re doing everything right, sometimes the results aren’t showing up. We’ve found that one of the easiest ways to motivate your sales team is to share sales success stories. Here are three simple ways to [...]

By | 2016-10-17T16:31:02+00:00 May 5th, 2016|Sales Leaders|3 Comments

When Building a Sales PlayBook, Perfect Is the Enemy of Good

When we're working with one of our clients building a Sales PlayBook, we’re usually on a pretty tight timeframe. We launch the sales playbooks at our sales trainings, so as we plan the training we’re building the playbook. And regardless of what information the client has decided to include in their custom sales playbook, and [...]

By | 2016-10-17T16:31:14+00:00 April 12th, 2016|Sales Leaders|0 Comments

4 Keys to an Effective Prospecting Process

If you’re like most of the sales managers we talk to, you’re looking for a repeatable, effective sales prospecting process. You might have one or two top performers who seem to get great leads everywhere they go, while others on the team are attending event after event without anything to show for it. Or maybe [...]

By | 2016-10-17T16:31:29+00:00 March 15th, 2016|Sales Leaders, Sales Success|2 Comments

Build a Winning Team Culture the EP Way

Last month Charles and I were in Reno, Nevada, meeting with a new client. We’ve been impressed with their healthy team culture, and we were excited to meet them in person and learn more about what makes them that way. As we were exploring their website before our meeting, we saw mentions of their mission, [...]

By | 2016-10-17T16:31:38+00:00 February 23rd, 2016|Sales Leaders|0 Comments

Improving Sales Performance: Do You Have the Right People on the Bus?

This February, we'll be talking about solving sales problems and improving sales performance. We have a lot of ideas planned to share strategies and best practices for sales improvement. Before you invest a lot of time and energy in improving your sales team, though, it can be helpful to take a step back and think [...]

By | 2016-10-17T16:31:49+00:00 February 2nd, 2016|Sales Leaders|0 Comments

Leverage Sales Training by Developing a Learning Culture

We’ve all seen companies like it. They invest in sales training programs, but everything seems to go in one ear and out the other. One or two top salespeople seem to do everything right, but the rest of the pack is left struggling. New hires come on board and never seem to gain any traction, [...]

By | 2016-10-17T16:31:59+00:00 January 12th, 2016|Sales Leaders|0 Comments

How to Network During the Holidays: 8 Tips for Business Networking Success

With an abundance of parties and events, the holiday season can seem like a great time for networking. It’s not always easy, though, to know how to network without seeming to be too focused on the work part of networking. After all, you don’t want to be the Grinch! Here are 8 tips to help [...]

By | 2016-12-05T10:17:34+00:00 November 17th, 2015|Sales Leaders, Sales Success|0 Comments

Elite Sales Management: Coaching Your People Where They Are

As sales managers, we’ve all been told we need to coach our teams. And for some people, it’s easy to see why! They fall short of plans and consistently get off track. But really, what value are you adding if you’re consistently coaching someone who’s not showing improvement? And what about our top performers? Is [...]

By | 2016-12-05T11:31:04+00:00 October 27th, 2015|Sales Leaders|0 Comments

Using Assessments in the Hiring Process – It’s All About Fit

The hiring process for salespeople can be tough. They sell – it’s what they do! So even a somewhat mediocre salesperson (or a good salesperson who’s not a cultural fit for your team), can end up charming the hiring team into thinking they’re a great fit. They’re not to blame, of course – they’re just [...]

By | 2016-10-17T16:32:30+00:00 September 29th, 2015|Sales Leaders|0 Comments

4 Dimensions of Sales Motivation

One of the most common questions we hear from sales managers is how to motivate their sales teams. Sales motivation can be a complex and difficult challenge! Have you ever noticed that some salespeople don’t seem to need any pushing from their managers? They come in early, stay late, and are always willing to make [...]

By | 2016-10-17T16:32:37+00:00 September 1st, 2015|Sales Leaders, Sales Success|0 Comments