If you want your sales team to hit new revenue goals, it’s not just about adding more people or handing them a product sheet — it’s about training them into a cohesive, confident, high-performing unit. Here’s why great sales training is the foundation of team success (and how to make sure your training actually sticks). 1. […]

Navigating the Delicate Balance: How to Profit from a Large Client Without Losing Their Business For many businesses, a single large client can account for a significant portion of revenue. While this can be a huge asset, it can also be a double-edged sword. Often, these clients demand lower bids due to their size, making

How to Run One-on-Ones That Drive Performance (Not Just Reports) If you’re a sales manager, you know one-on-one meetings are a staple of your leadership calendar. But here’s the hard truth: too many of these meetings end up as status updates instead of performance drivers. When done right, one-on-ones can be the most powerful tool

Why Sales Managers Need a Coach: The Secret Weapon Behind High-Performing Teams Sales managers are the unsung heroes of every revenue engine. They’re responsible for hitting targets, driving team performance, mentoring reps, managing forecasts, and keeping morale high — often all in a single day. Yet, while many companies invest in coaching for frontline sales

How to Be a Better Sales Manager: 5 Essential Questions to Ask Yourself Being a sales manager is one of the most demanding — and rewarding — roles in any organization. You’re asked to drive revenue, manage performance, lead people, and translate business goals into results. But truly great sales managers don’t just track metrics

Let’s be honest: today’s buyers are more budget-conscious than ever. Inflation, tighter margins, and increased scrutiny from finance teams are making it harder to close deals—especially if your product or service isn’t the cheapest option. But here’s the truth: top-performing salespeople aren’t winning by discounting. They’re winning by selling value. If you want to protect

If you’re seeing strong leads but lackluster results, your sales team might be leaving money on the table—and you may not even know it. At The Novak Group, we’ve audited dozens of sales organizations. What do we consistently find? High-performing companies unknowingly bleed revenue due to inefficiencies in their sales strategy, execution, or team alignment.

In today’s sales landscape, attention is currency—and it’s harder to earn than ever before. Between nonstop notifications, AI-generated emails, and inboxes flooded with pitches, your prospects are tuning out more than they’re tuning in. So how do high-performing salespeople break through the noise? Let’s dig into five strategies to stand out, get responses, and close

When it comes to evaluating business success, revenue is the obvious north star. But focusing on revenue alone is like judging a car by the speedometer while ignoring the engine, tires, and gas tank. Smart CEOs know that sustainable growth comes from understanding what’s driving that revenue—and what’s quietly holding it back. Below are five powerful metrics

In business, what you don’t know can hurt you—and when it comes to sales, what your team doesn’t know could be costing you thousands (or more) every month. While many organizations focus on product development, marketing, and operations, they often overlook the one department that directly drives revenue: sales. An untrained or undertrained sales team