— Strategies, tips, and best practices for effective sales management, team leadership, and achieving sales targets. —
If your sales team keeps losing good people, the comp plan may be the real culprit — not the reps. One salesperson's story shows how a structural mismatch can quietly destroy confidence and culture at the same time.
If your sales pitch leads with what your company does rather than what your customer fears, Weinberg argues you've already lost the conversation before it begins.
If your team's revenue has stalled, the answer may not be a new strategy or better training — it may be as simple as looking at where the hours actually go.
If your company's sales are struggling, the problem may not be the salespeople — it may be that nobody is actually watching them work. Weinberg's three-step framework is something any manager can start using this week.
If your sales team keeps underperforming, the problem might not be the team. Weinberg's uncomfortable thesis is that executives are often the last to see it.