A blog for sales leaders, with topics including hiring salespeople, determining compensation, managing sales teams, performance evaluations, and more.

3 Sales Statistics You Need to Know to Set Your Company Ahead of the Curve

When it comes to sales statistics, there are countless metrics available. Some are useless, of course. But most sales statistics are extremely useful and help CEOs and sales managers as they plan. Here at CFS, we’ve worked with thousands upon thousands of CEOs, sales managers, and salespeople. And we’ve learned a lot! (I’ll be sharing [...]

By | 2017-07-19T11:03:58+00:00 July 20th, 2017|Sales Leaders|0 Comments

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

How to Encourage Team Collaboration in Sales

Team collaboration is easier said than done. Think back to your college or high school years. Remember those dreaded “group projects”? You were either the achiever, the slacker, or somewhere in between. To me, it seemed that an even workload balance was somewhat impossible. (I was the achiever, BTW. So typical, I know! But somebody [...]

By | 2017-07-11T13:36:12+00:00 July 18th, 2017|Sales Leaders|0 Comments

Develop Employees Year-Round with these Tips

You may not realize it, but it’s just as important to develop employees as it is to develop your business on a steady basis (monthly, quarterly, annually). Your employees are your businesses lifeline. Without your team and the great talents that they bring to the table, your company wouldn’t be what it is at all. [...]

By | 2017-07-13T09:31:52+00:00 July 13th, 2017|Sales Leaders|0 Comments

5 Forecasting Techniques to Improve ROI for Sales Training

Looking for forecasting techniques to improve ROI for sales training? (Or return on sales training investment, aka ROSTI.) This is something we’ve been talking about quite a bit on the blog lately. And for good reason. CEOs and Sales VPs understand that forecasting sales is crucial to growth. The key to success isn’t dependent on execution [...]

By | 2017-07-11T11:34:33+00:00 July 12th, 2017|Sales Leaders|0 Comments

Sales Forecast Spreadsheet: A Free Resource to Scale Your Business

If you’re looking to scale your business, boy do I have a great free resource for you! Our CEO, Charles Bernard, recently put together a sales forecast spreadsheet. And it’s now prepped and loaded for download via our free resources portal. But before you download, here’s a bit more on why using a sales forecast [...]

By | 2017-07-10T13:59:42+00:00 July 11th, 2017|Sales Leaders, Sales Success|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

The 5 Best Ways to Use Social Media as a Sales Tool

If you’re looking for the best ways to use social media as a sales tool, look no further. On Thursday, July 27th, 2017, I’ll be interviewing Sarah Cirelli, Director of Marketing at CBIZ. Sarah is a marketing and sales wiz, and she’s got some incredible tips to share. If you’re a sales manager, marketing director, [...]

By | 2017-07-10T11:15:13+00:00 July 5th, 2017|Sales Leaders, Sales Success|0 Comments

Forecast Sales in These 3 Areas to Track Return on Investment

In order to reach our goals, it’s important to forecast sales in advance. A few weeks ago, I shared two ways to forecast sales to help track return on sales training investment. First, by measuring culture. Second, by building a forecast. Click here to read the full article. Today, I’ll be diving into five more [...]

By | 2017-06-26T11:42:38+00:00 June 29th, 2017|Sales Leaders|0 Comments

Why Sales Tactics Are a Load of Crap [and What to Focus on Instead]

There are approximately 291,091,875,345,3000 sales tactics out there. And guess what? I bet you each and every one has the capability to work. Yep, that’s right! Why? Well, we’ve discovered that it’s not about which sales tactics you use. It’s actually the process that makes a particular sales tactic a success or a failure. I [...]

By | 2017-06-26T15:32:32+00:00 June 28th, 2017|Sales Leaders|0 Comments