Titles vs. Roles in Your Selling Organization

Monday Morning Drive: Slow Down When the Phone Starts Ringing

This week's Monday Morning Drive walks through the filter, the value proposition, and what to do with the price shopper who won't give up the line-item detail. Quality isn't flexible. Price is. https://www.trstimson.com/slow-down-when-the-phone-starts-ringing/ [https://www.trstimson.com/slow-down-when-the-phone-starts-ringing/]

The Ongoing Battle Between Sales and Operations

Operations says everything is hard. Sales says everything is easy. Neither is helpful, and both are at the root of why your teams can't communicate. In this episode, I break down how to fix the sales-to-operations gap by leading with show levels rather than gear lists, establishing a single source of truth in your system, and drawing clear lines between responsibility and accountability. Agree on what the show is first, and everything else gets easier. Listen now. Visit trstimson.com [http://trstimson.com/] for more resources. Follow Tom on LinkedIn [https://www.linkedin.com/in/trstimson/]

Monday Morning Drive: Manpower Won't Fix a Brain Problem

This week's Monday Morning Drive is about the three inputs that separate owners who move forward from owners who stay stuck: data, facts, and decisions. The cheapest fix isn't the cheap hire. https://www.trstimson.com/manpower-wont-fix-a-brain-problem/ [https://www.trstimson.com/manpower-wont-fix-a-brain-problem/]

Titles vs. Roles in Your Selling Organization

Your account executives are taking orders. Your sales director is managing accounts. And your $2 million company has a CEO. Titles matter to the outside world, but inside your organization, the roles are what count. In this episode, I break down every selling sphere role, from account executive to business development, and explain what each one actually does, when you need them, and why most companies have the wrong people in the wrong seats. Fix your roles first. You can fix the titles later. Visit trstimson.com [http://trstimson.com/] for more resources. Follow Tom on LinkedIn [https://www.linkedin.com/in/trstimson/]

Monday Morning Drive: 10 Words Costing You Money

When I started in this industry, I was a freelancer looking for gigs. I'd stop by rental offices, talk to the rental manager, and find out where their trucks were going. If I hung around long enough, an account executive would run in needing an operator at the Hyatt tomorrow. The rental manager would look at me and ask, "Are you available?" Off I'd go. That was the rental era. And too many AV companies still talk like they're in it. https://www.trstimson.com/10-words-costing-you-money/ [https://www.trstimson.com/10-words-costing-you-money/]