The Qualified Sales Leader

Monthly someone asks, "When are you going to write a book". When I ask, "Why?", people tell me, "Because no one has written a sales leadership book with practical, solutions to real life issues in enterprise SaaS sales forces",

Why:
62% of sales reps fail, not because they couldn''t sell but because they were assigned the wrong accounts. Sales leaders don''t align skillsets to account complexity.

Sales rep attrition at most SaaS companies is over 20%
Sales leaders can''t recruit A players

Sales Leaders don''t coach their reps on deal advancement issues
Most sales leaders are "glorified scorekeepers"

Most sales leader don''t motivate their sales team
They''re focused on deals, not rep competency

Sales forecasts are inaccurate because most reps game the CRM system.
Sales team leaders lack qualification of sales stage exit criteria

Many salesforces only wi