Engaging an interim Chief Revenue Officer (CRO) or Chief Sales Officer (CSO) can be a strategic move for a company in various situations. Interim CROs or CSOs are experienced executives who are brought in on a temporary basis to address specific challenges or opportunities. Here are some reasons why your company might consider engaging an […]
Read MoreBuilding a Sales Team
10 Reasons to Engage an Interim Chief Revenue Officer or Chief Sales Officer
Posted by David Wallace on November 6, 2023
How Does Your Sales Team Score?
Posted by David Wallace on October 30, 2023
Some sales teams fail to deliver results that meet expectations. The root of the problem may be sales reps. Or it may be leadership … or training … or tools … or your sales process. Often, business leaders have difficulty putting a finger on the cause of their problem. We can help. Wallace Management Group’s […]
Read MoreHe’s Baaaack!
Posted by David Wallace on October 17, 2023
After two years as a partner in TechCXO’s Revenue Growth practice, I’m back to leading Wallace Management Group. I founded this company in 2006 to work with small- and medium-sized companies that experienced robust growth early but have seen their sales growth slow as their business matured. We help clients recognize that “what got you […]
Read MoreChange How You Sell to Drive More Revenue
Posted by David Wallace on September 13, 2022
Over the last 20 years, technology and the internet have changed how buyers buy. Rather than relying primarily on vendors’ sales reps for information about problems and solutions, products and features and how to get what they need to run their business, buyers have taken ownership of the process to manage their own time, do […]
Read More5 Reasons Why You Should Engage On-Demand Executives from TechCXO
Posted by David Wallace on July 12, 2022
On-demand executives have become more accepted in the marketplace. Even before Covid introduced fundamental changes to how we do business, companies were looking for efficient ways to access the expertise they need to grow their business when, and only when, they need it. Here are five reasons why you should engage on-demand executives from TechCXO. […]
Read MoreProcess vs Initiative
Posted by David Wallace on June 9, 2022
Many clients I work with have developed processes to work efficiently and consistently. They have defined steps to ensure that work is done correctly and completely without missing any critical components. Work processes have been in place for centuries back to the when hunting groups learned to make spears and fishing nets. As products increase […]
Read MoreWhat Does a Sales Development Rep Do?
Posted by David Wallace on March 30, 2022
“What’s the role of a sales development representative?” “How does an SDR’s role differ from that of an account manager or sales executive?” In a nutshell, a sales development representative (SDR) focuses on the early stages of the sales process. The SDR owns the responsibility of filling your sales lead pipeline, qualifying leads to produce […]
Read MoreGreat Sales Teams Need Great Tools
Posted by David Wallace on July 21, 2021
Great sales teams have great support! Support means more than just a good product, a phone list and a commission plan. Great support provides your sales team with the tools they need to sell effectively – goals, plans, training, systems, processes, and collateral, to name just a few. At Wallace Management Group, we work with […]
Read MoreKnowledge Your Sales Reps Need to Succeed
Posted by David Wallace on July 6, 2021
In my last two posts, I’ve discussed the need to assess traits and skills when hiring new sales reps. A third factor is knowledge. Successful sales reps must know your company, products and markets. Knowledge is learned through training, experience and self education. Typically, I place more emphasis on the candidate’s knowledge base when the […]
Read MoreSkills to Look for in Sales Reps
Posted by David Wallace on June 29, 2021
The skills every sales representative needs are basic selling skills: Prospecting Qualifying prospects Presenting Managing objections Closing, and Following up More advanced sales skills that should be developed in your experienced sales reps include: Solution selling Relationship selling Partnership sales Managing territories Managing customers Managing the competition Planning And so on Experienced sales representatives should have […]
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