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.

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 | 2016-12-05T12:40:39+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|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 | 2017-06-20T17:25:45+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 | 2017-06-21T17:08:01+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