Every effective VP of Sales needs to create and use a tool known as a Skillset Matrix to validate the skills, knowledge, and proficiency of their sales teams. There are different types – one can be based on ratings which rate the skills available on the team.  And it will…  Read More >

What may be a reason that when you hire new sales reps and one or a couple are not selling effectively?  Companies are often left wondering what is not working and I thought I’d share a couple of factors that may help you determine the root causes. Over the years,…  Read More >

When hiring sales talent – it’s wise to always remember where “experience” fits in the order of priority.  This is one of the most counter-intuitive things that many average CROs/VPs of Sales in B2B SaaS may not get but some of the experienced great ones definitely know. I was reviewing Trish…  Read More >

If you are looking to accelerate your revenue with a new product launch or entering a new market, one of the key aspects of your Marketing Strategy must be a clearly defined Go-to-Market.  A Go-to-Market Strategy (aka “GTM”) is, at the most basic level, a plan of how you “go to…  Read More >

How to Interview Senior Sales Executives Every high-growth company needs to hire senior executives to own and run different business functions – whether you’re hiring a COO, a CRO, a VP of Sales or others, the advice below applies equally well to recruiting any of these roles. The simplest advice…  Read More >

Here are some great books I read by professional sports coaches which I thought apply perfectly to Sales Leaders who want to learn the real art of coaching from the best: Bill Walsh – Finding a Winning Edge Bill Walsh – The Score Takes Care of Itself: My Philosophy of…  Read More >