Many times on the Sales Leaders Blog we have suggested that sales leader effectiveness is the proper mix of process and people. If you have determined that your current sales leader does not have the skills and or drive to …
Author Archives: Dan Hudson
Hiring Sales Leaders 101
Posted May 7th by Dan Hudson
Posted in Sales Change Management, Sales Leaders Blog
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Hiring Sales Winners, Not Whiners! – 3FORWARD
Posted April 25th by Dan HudsonIf you are like most of the sales leaders we work with you are trying to ensure your sales team keeps the momentum as they enter the second quarter of 2013. And, as with most sales teams, you likely have …
Posted in Managing Sales Teams, Sales Leaders Blog
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Q1 is Done, How Are Your Numbers Shaping Up? – 3FORWARD
Posted April 18th by Dan HudsonHow was your sales team’s performance in Q1, and what does your pipeline look like over the next two quarters? If you made your Q1 sales target and have a robust qualified pipeline, congratulations. If you missed your plan and …
Posted in Pipelines and Forecasts, Sales Leaders Blog
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Chief Sales Officers: Don’t Forget the Basics! – 3FORWARD
Posted April 2nd by Dan HudsonEvery sales leader will have to do better in 2013. Even sales programs in the best-of-class tier (average win rates greater than 30%) need to continue improving their year-over-year performance. It’s one of those indisputable laws, like paying taxes and …
Posted in Sales Change Management, Sales Leaders Blog
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Pipeline Purgatory 2013: AKA “Groundhog Day” Revisited – 3FORWARD
Posted March 28th by Dan HudsonAs we close out the first quarter of 2013 it’s likely that the entire senior leadership team is giving the sales pipeline a really close inspection. After all, the success or lack thereof in Q1 really sets the sales stage …
Posted in Pipelines and Forecasts, Sales Leaders Blog
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March Madness Proves Your Sales Team Can “Up” Their Game – 3FORWARD
Posted March 26th by Dan HudsonI am not a diehard college basketball fan but I do love March Madness! Nothing is more exciting than watching teams from smaller schools or less competitive programs rise to the occasion and knock off big name rivals. How are …
Posted in Managing Sales Teams, Sales Leaders Blog
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Whiskey Tango Foxtrot – The Daily Rant
Posted February 7th by Dan HudsonTo say that life is getting more complicated every day would be a gross understatement. We are all constantly inundated with a steady stream of emails and phone calls, many of which we can’t deal with in real time. But …
Posted in Sales Leaders Blog
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Managing “Big Data” in Your Sales Process – 3FORWARD
Posted January 29th by Dan HudsonBig Data is a term that is getting a lot of press lately. It refers to collections of large datasets that are difficult to manage using traditional data processing tools and applications. According to a recent study by IBM 90% …
Posted in Pipelines and Forecasts, Sales Leaders Blog
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Failure to Engage – When Procrastination Causes Sales To Fail – 3FORWARD
Posted January 22nd by Dan HudsonThere are many reasons why companies consistently fail to make their sales and revenue objectives. One sure-fire reason might be because your senior leadership team is putting off making the hard decisions on improving selling effectiveness in terms of people …
Posted in Managing Sales Teams, Sales Leaders Blog
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Death of the Bluebird – 3FORWARD
Posted January 15th by Dan HudsonThis would be the perfect way to start a New Year! You need a win for a fast sales start It’s your turn for the next sales lead. The phone rings and it’s a prospect inquiring about a product that …
Posted in Lead Lifecycle Management, Sales Leaders Blog
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