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Expand Your Knowledge

Written by the experts, our blogs will be your source for the latest sales tips and insights. Whether you dive in to a particular topic, or read them all, you are sure to find the help you need to continue growing your sales organization.

Not sure where to start? Here are our top picks:

Building a Modern Sales Operating System
5 Areas Sales Teams Should Focus On for Results

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All Categories
  • All Categories
  • AI in Sales
  • Compensation
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  • CRM
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  • Entrepreneur/Startup
  • Hiring/Onboarding
  • Podcasts
  • Published Articles
  • Revenue Growth
  • Sales Consulting
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  • Sales Strategy
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  • Strategic Planning
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Published Articles

Top 4 Disruptors in the Future of Sales. Are You Ready?

In January 2023, Sales Xceleration held its annual conference in Las Vegas. This year’s focus was on discussing and establishing the future of selling. In total, 125 fractional sales leaders, each with over 20 years of experience in their industries, participated in the workshop. Leveraging their collective experience and expertise, the group came together to explore and ultimately define the top trends impacting the sales profession today and shaping the future of sales. This focus on the future comes at a time of monumental shifts in technology, demographics, and geopolitics. ChatGPT and artificial intelligence have changed how businesses and consumers learn …

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Sales Process

4 Sales Process Failures Threatening Your Sales Growth

Is your sales process effective and efficient? Or is it missing critical factors that could help accelerate your sales growth? If you aren’t sure how to answer these questions, your sales process – and your company’s overall sales performance – could suffer. Here’s a closer look at some commonly overlooked sales process essentials: Sales Process Definition In order for your team to make the most impact with their sales efforts, they must first understand the organization’s long-term sales goals – or your Sales Strategy – as well as be provided a clear roadmap that will inform every step they take …

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Two fractional sales leaders having a conversation in the office
Sales Consulting

Surprising Statistics in Support of Fractional Sales Leadership Consulting

Year after year, the State of Sales Report from Sales Xceleration shows how well sales organizations within small to mid-sized businesses (SMBs) are performing. Frankly, the results continue to be discouraging for SMBs overall, but perhaps this is not surprising considering they struggle to find and utilize competent full-time sales leadership at the Sales Manager and/or VP of Sales levels. Just how bad is the situation for SMBs? How great is the need for leadership – even at the part-time, or fractional, level? And what could this mean for you and your own career path? Read on for answers: The …

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Fractional Sales Leadership consultant meeting man and woman
Sales Consulting

Why Our Advisors Chose Fractional Sales Leadership Consulting

Choices. In our professional lives, we begin with a seemingly limitless array of possible careers. As we explore our options, we find one or more that may be suitable. Eventually, we find a path that suits us, one that seems a good and comfortable fit for our skills and aptitudes and interests. And so it is for most sales professionals who embark upon a corporate career of escalating responsibilities and success. But then what? What happens when the corporate ladder fails to elevate you where you really yearn to be? For Sales Xceleration’s licensed Advisors – sales leadership consultants who …

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Sales Leadership

How to Build Strong Business Relationships: A Guide to Effective Sales

At the heart of successful sales is building and maintaining strong relationships. Investing time in getting to know your customers, prospects, and colleagues is one of the most effective ways to build lasting relationships. However, this process can be both challenging and time-consuming. The following actionable steps will help you make the most of your time and create meaningful connections. Face-to-Face 1:1 Meetings Meeting someone face-to-face is one of the best ways to get to know them. It allows you to see their body language, learn about their interests, understand what motivates them, and discover areas where you can help …

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Illustration graphic sales leader and sales representative over laptop with metrics
Employee Management

7 Things to Measure to Evaluate Sales Representative Performance

When assessing performance across sales representatives, some indicators of success are obvious. Who is driving the most revenue? Who is closing the most deals? But it is necessary to go beyond these traditional metrics in order to evaluate top performers as well as those who may require more support and training. Using the following indicators will allow you to have a clearer picture of how best to support your sales team and improve your bottom line. Sales Revenue/Margin This is perhaps the most obvious metric to track when evaluating the performance of a sales representative. By tracking the amount of …

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Sales Xceleration Framework