Unbound Growth Blog

Metrics No Manager Can Afford To Ignore

Posted by Carole Mahoney  2/13/19 7:00 AM

Do you have one of these health watches or Fitbits? It seems like everyone does. But how many people actually look at their stats or, better yet, how many know what these stats mean in regard to their health? And how will these stats help lead them to the health outcome that they are looking for?

It kinda reminds me of how sales teams use their CRMs. It's there, they wear it everyday, but does it impact what, or how, they do things?

On a recent Live Sales Management Lab, we talked about the metrics that no sales manager can afford to ignore in 2019.

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Topics: #livesalesmanagement, sales management

Would you rather play blackjack or hire a salesperson?

Posted by Carole Mahoney  2/8/19 11:44 AM

Have you ever sat down and calculated what it actually costs when a sales hire doesn't work out?

A lot of sales leaders are scrambling to hire right now, and sadly that means that many might be settling for Mr or Ms Right Now, not objectively looking for the right hire.

The amount of time, money, potential lost revenue, and morale downer when a new hire doesn't work out is a scary number. (If you are brave, click here to calculate your number.) In many cases it's more than twice their base salary!

If about half of sales people make quota, I have to wonder, wouldn't you be better off putting your money on the blackjack table in Vegas? I mean, at least you'd be getting some free drinks from it.

Why is this happening? And what can you do to increase your odds?

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Topics: #livesalesmanagement, sales management

5 Steps To Motivating Sales Teams

Posted by Carole Mahoney  1/25/19 7:00 AM

 

In the very first Live Sales Management Lab, we discussed how to go above and beyond quota, which means helping our salespeople to identify those personally meaningful goals that are going to stretch them outside of their comfort zone, so that they can accomplish things they've never accomplished before.

Why is this so important?

And more importantly, why do we put it off? Why do we avoid these kinds of the conversations which are so crucial to change?

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Topics: sales management, #livesalesmanagement

How the Data Proved Me Wrong About Sales Managers

Posted by Carole Mahoney  9/13/18 3:48 PM

Last week I presented brand new data on sales managers and their impact on their salespeople. If you were one of the sales managers and executives with growing teams that were there- thank you for your questions, the conversations in the hallways after, and the multitude of messages saying it was one of the best sessions all week.

For those of you who missed out, this post is for you.

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Topics: sales management, sales leadership, sales coach

How true is the saying 'As goes the manager, so goes the team'?

Posted by Carole Mahoney  3/7/18 7:25 AM

Last year a sales manager asked for sales coaching because he “...didn’t want his shortcomings to become the collateral damage to his team.” After going through a 3-6 month program to ‘coach the coach’ and the team at the same time, his SaaS sales team is now #1 in their company, with a 98% customer retention rate.

Many of us have heard the phrase, “As goes the leader, so goes the team,” and much has been written about empathy in leadership (put yourself in their shoes), servant leadership (put others first), and ethical leadership (do what is right). And there are studies that show that these things help team members be more creative and more efficient when doing their jobs.

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Topics: sales leadership, sales management

Are you setting your new sales hire up to fail?

Posted by Carole Mahoney  1/23/18 7:30 AM

Imagine if your teenager was taught to drive by spending only a week or two watching training videos and sitting in the passenger seat watching you and others drive. Would you want them driving you across the country? Or even just across town in a snow storm?

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Topics: sales hiring, sales onboarding, sales leadership, sales management

What a failed sales hire really costs and how to reduce the risks

Posted by Carole Mahoney  1/19/18 7:59 AM

It is pretty normal at the beginning of the year for many companies to start hiring salespeople, or to at least start thinking about hiring. When I ask VP of Sales and CEOs what their ideal salesperson is like and what they will need to accomplish, I have gotten answers that included;

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Topics: sales hiring, sales leadership, sales management, entrepreneur

80% of a Sales Manager's Time Should Be Spent on 4 Things

Posted by Carole Mahoney  7/19/17 4:52 PM

One of the salespeople we have been coaching asked, “Could I be a good sales manager? It seems like a thankless job of being pulled into many directions at once. I can’t say that there is any one at my company that I would want to be like…”

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Topics: sales management

Are you expecting too much from salespeople and managers?

Posted by Carole Mahoney  3/30/17 10:50 AM

Last week my husband asked me to teach him how to play piano. The extent of his piano skills was playing with one finger the Miami Vice theme song. Showing him how to play reminded me how I first started and also how many sales people and managers end up starting in their roles as well.

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Topics: sales training, sales coaching, sales management

4 Toxic Sales Leadership Practices that Kill Revenue

Posted by Carole Mahoney  10/12/16 4:13 PM

First thing on Monday morning one of our inside sales clients, let’s call him Scott, told us that their manager insisted that they send a proposal to all the opportunities in their pipeline that “might possibly close this month.” Didn’t matter what was happening or not happening in the conversation.

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Topics: sales management, sales leadership

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"Experience is a hard teacher because she gives the test first, the lesson afterward." ~Vernon Law 
This blog is a home for the business growth lessons that we and our associates and clients have learned from the front lines.

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