Cracking the Code: Revealing the True Cost of Hiring Sales Talent
In the world of competitive B2B sales, the cost of hiring an underperforming salesperson extends far beyond the numbers on the paycheck. Having invested 30 years working with companies in over 100 industries, I’ve witnessed firsthand the profound impact that sales hiring mistakes can have on jobs and job security across a company, not to […]
The Global Shortage of Skilled Salespeople: Navigating the Crisis for Growth Companies
In the fast-paced landscape of today’s business world, where growth is the ultimate goal, sales teams play a pivotal role. However, a growing concern looms over growth companies: the scarcity of skilled salespeople. In this article, we will dig into the causes of this shortage, dissect its adverse impacts on growth companies, and explore the […]
Lessons from Seventeen-Years of Sales Consulting and Advising… (video)
In this interview, James discusses the core principles that define him as a person and reflects on his background and life experiences that have shaped his perspectives. Growing up in a 4th generation family business has had a significant influence on his life and career trajectory. James shares his journey into the world of consulting […]
Leadership Styles (video)
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with James Rores, Founder and CEO of Floriss Group. During the conversation, James discussed the concept of applying servant leadership principles to sales. He shares how servant leadership can naturally create leaders who have the potential to drive […]
How Much of the Problem is You?
When I work with C-level executives to address challenges related to growing revenue, profitability, and business value, my earliest conversations revolve around one overarching question: “How much of the problem is you?” Of course, the purpose of this question is not to embarrass or create defensiveness. There is no value in criticizing an apple tree […]
Make Your Business Easy To Sell & Exit With Confidence With Damon Pistulka and James Rores (video)
Accelerate Revenue. Multiply Value.This phrase captures the often-unspoken goal of the founder or business owner who is working toward a successful exit from, or succession plan for, their company. However, navigating the valuation landscape can be overwhelming, especially when experienced professionals offer contradictory opinions. Listen to my detailed and informative conversation with Chris McAlister, founder of SightShift, […]
Four operating levers that guarantee a top-performing sales team.
What 30 years of building sales teams has taught me about guaranteeing my client’s success. What separates the top 20% of sales teams from the bottom 80%? Halfway through my career, I asked myself this question, came up with an answer, and have been unconditionally guaranteeing my clients’ experiences ever since. Most sales teams are […]
Do You Trust Your Salespeople?
Recently, I was helping a client come to terms with the difference between micromanaging and closely managing her team. As the leader of her organization, she had very clear and distinct goals for growth. The difference was that these were goals the organization had never attempted. They were the kind of goals that inspired fear, […]
Healthy vs. Unhealthy Motivation (video)
Does the carrot and stick approach to motivation really work? For many people, accountability is a negative thing because they’re used to the old carrot stick approach to management. The carrot stick approach is a tool used by power leaders (or passive leaders) to coerce or to seduce people into action. I’m going to coerce […]
Better Goal Setting With Our GPS (video)
Elevating your teams to world-class performance. I was inspired to create a video to talk a little bit about a framework that we run through with managers who are looking to motivate and elevate their teams to world-class performance. We call it the GPS, the goal, the plan, the scorecard. Think of the last time […]
