Creating a Culture of Accountability in Sales

As a Sales Leader you have to create a culture of accountability – everyone across the organization has to be accountable for their own performance and results. What is Accountability?  “It is a force that provides rewards or consequences for actions. A leader imposes the consequences for failing to meet  Read More >

Getting More Sellers to Attain Quota

The other day I read an article from Michelle Vazzana at Vantage Point about “How to get more sellers to quota” and I wanted to summarize and add a few things. The focus is about coaching to activities because it is the seller’s activities that drive performance (i.e. hit Sales  Read More >

Responsibilities of a VP of Sales at a Startup

Several years ago, Jason Lemkin at SaaStr wrote the post “What a Great VP Sales Actually Does. Where The Magic Is. And When to Hire One.” Recruiting – 20% of the time must be invested here the most important thing to do well for a Sales Leader is recruiting great  Read More >