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.

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 | 2017-07-17T14:13:43+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 | 2017-07-17T14:32:33+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

5 Sales Team Building Activities for a Winning Culture

What comes to mind when you read the phrase "sales team building activities"? When you think about team building, you probably think of a few common exercises you’ve either led or participated in. Some of them are classic for a reason! Many team building activities have been used over the years to improve communication, build [...]

By | 2017-06-13T17:11:30+00:00 June 21st, 2016|Sales Leaders|6 Comments

Want to Grow Sales? Drive Sales Motivation

If you’re like most sales managers we speak to, you have a mandate to grow sales. As part of that goal, you might invest in sales training, work on improving your process, or develop a sales playbook. But it’s easy to forget the most critical driver for sales growth – sales motivation. You can invest [...]

By | 2017-07-18T11:49:11+00:00 May 24th, 2016|Sales Leaders|0 Comments

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|5 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