Bill Zipp's Sales Blog

More Headcount Won’t Get You to Goal. Here’s What Will.

Need more sales? Hire more salespeople. That’s been that strategy for the past decade in sales organizations large and small. Throw bodies at a number. But now that strategy is broken. Why? Three reasons: 1. More headcount is too costly. With rising salaries and the rapidly accelerating expense of health insurance (and other benefits), increased […]

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Six Secrets to a Successful Skip Level Meeting

It’s great being a senior sales leader. There’s greater visibility within the organization and greater say in overall strategy. And, of course, there’s increased salary and status. That’s pretty great, too. But there’s one thing that’s not so great. You’re removed from the frontline, sometimes by as much as two to three levels. In fact, […]

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Intentional Culture Creation for Senior Sales Leaders

Culture! Culture! Culture! Culture! Everyone you follow these days, from business gurus to corporate executives, talks about the importance of organizational culture. If you’re a regular reader of this blog, you’ll find no less than two dozen articles that in some way address culture. It’s key to leadership and motivation. It’s key to hiring and […]

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How to Change the Habits of Your People (or Yourself!)

Change, like death and taxes, is one thing you can always count on in life and leadership. Especially today in the dynamic marketplace in which we work, we must change or die. Just ask Research in Motion, the makers of Blackberry. The people dynamics of change, however, are extremely challenging, because we’re asking team members […]

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The Five Biggest Sales Hiring Mistakes (And How to Avoid Them)

The most repeated question I’m asked everywhere I travel in my sales consulting practice is this: How do we hire good salespeople? With unemployment at historic lows and generational transitions sweeping through the workforce—Baby Boomers retiring from jobs with no one to fill their place—sales hiring has become a critical business priority. The “war for […]

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Four Fatal Sales Coaching Flaws

The sales role, unlike any other business profession, is critically dependent on sales coaching. Successful selling today, much like playing a round of golf, has dozens of intersecting challenges that make it difficult to do well. That’s why the best golfers, and the best sellers, have great coaches who help them get to the top […]

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