Blog
Sales operations insights for Toronto SMBs.
Practical writing on what happens after the lead. Phone training, CRM implementation, fractional sales leadership, compensation design, and the operational discipline that turns leads into revenue.
Speed to Lead: Why the Five Minute Rule Beats Everything Else
Up to 78% of buyers go with whoever calls them back first. Most companies are losing the lead before the sales conversation even starts.
Read post →How to Train a CSR to Close: Scripts, Scorecards, and What Good Looks Like
Top performing CSRs book 85 to 90 percent of qualified inbound calls. Average CSRs book 40 to 60 percent. The difference is not personality. The difference is training.
Read post →Mystery Shopping Your Own Business: What You Will Learn and What to Do With It
Mystery shopping your own business is the fastest sales operations audit you can run. Four calls. One week. Everything you need to know about your phones.
Read post →ServiceTitan vs Jobber vs Housecall Pro: Which CRM Is Right for Your Home Services Business
The right CRM for your home services business depends on revenue, complexity, and what you need the software to actually do. Most owners pick on price. They should be picking on fit.
Read post →How to Know When Your CRM Needs a Rebuild (And What to Do About It)
A CRM should make selling faster. If yours is making it slower, the platform is not the problem. The implementation is.
Read post →The Marketing to Sales Handoff: Where Leads Go to Die and How to Fix It
A lead comes in from a Google ad. It hits the form. Two days later, the rep gets to it. By then the prospect has booked a competitor. This is the most expensive moment in your sales operation.
Read post →Pitch Deck Mistakes That Kill the Close (And How to Fix Them)
Most pitch decks explain everything and sell nothing. The fix is not better design. The fix is a different framework.
Read post →How to Write a Sales Follow Up Sequence That Actually Gets Opened
Most sales reps send one follow up email and give up. The deal goes to whoever follows up the second, third, and seventh time.
Read post →Story Arc Selling: The Framework That Beats Feature Lists Every Time
Facts tell. Stories sell. The rep who tells a real story wins over the rep who lists features. Every time.
Read post →Fractional VP of Sales vs Full Time Hire: The Math for $1M to $10M Businesses
A full time VP of Sales costs $300,000 to $500,000 all in. A fractional VP costs $60,000 to $120,000. For most businesses doing $1M to $10M, the math is one sided.
Read post →When to Hire a Sales Manager (And When to Hire a Fractional VP Instead)
Most businesses hire a sales manager too early and a fractional VP too late. Reverse the order and the operation actually scales.
Read post →The Weekly Cadence That Turns a Sales Team Into a Sales Operation
A sales team without cadence is a group of individuals. A sales operation has a weekly rhythm that drives every metric that matters.
Read post →Compensation Design
Compensation Design →
If your comp plan needs an explanation, your reps are already wrong.
Why Capped Commissions Hurt Your Best Reps (And What to Do Instead)
Capped commission plans tell your best reps to stop selling. The rep does exactly what you paid them to do.
Read post →How Much Should You Pay a Sales Rep? Benchmarks and Rules of Thumb
Healthy sales operations pay reps roughly ten to twelve percent of the gross revenue they generate. Pay much less and you cannot recruit. Pay much more and you cannot scale.
Read post →Designing Comp Plans for Sales Managers: Lead Measures vs Lagging
A sales manager paid only on team revenue chases the number. A sales manager paid on lead measures builds the operation that produces it.
Read post →Ready to find out what is actually happening in your sales operation?
$4,950 · Credited to your first retainer