sales coaching | Lucrum Partners

Brian Shea

"We've been managing the wrong sales metrics........"

In a recent revenue engine maturity workshop, or simply put, the "why aren't we scaling?" session, the infographic below served as the...

Brian Shea

CEOs need to pause, pivot and reinvent sales workforce productivity

As confirmed by the recently released the Gartner 2023-2024 CEO survey of top strategic priorities, driving business productivity and rebuil

Brian Shea

Can Private Equity Port Co's Be Like Mike?

Some of us remember August 1991 debut of the "Be Like Mike" campaign. It was created by Gatorade, it featured a memorable jingle, and...

Brian Shea

Dear CEOs, if you want a rainmaker, invest in a sprinkler system not a CRO

Early stage CEOs make a strategic error when they hire a Chief Revenue Officer (CRO) too early. CRO's are a common executive function in...

Brian Shea

Private Equity Managers Shouldn't Pay for Last Seasons Performance

If you're a sports fan, you can likely remember a sports team who traded for or signed a high priced free agent star athlete. The...

Brian Shea

Chief Revenue Officers are Battling 2023 with Unproductive Sales Organizations

We've all read about how 2023 is going to hard for B2B sales organizations. The economic environment will create challenges that most...

Brian Shea

Should CEOs Hire a Chief Revenue Officer Who Executes or Builds?

According to Salary.com, Glassdoor.com and Indeed.com, the average salary for a Chief Revenue Officer hovers around $235,000 - $250,000...

Brian Shea

Don't Let Your Sellers Run with Scissors, Or Create Their Own B2B Sales Content

As a CEO of a fast growing firm, there are several growing pains that you and your senior leadership team will encounter. And just as...

Brian Shea

Remember When Sales Leaders Prioritized Closing Deals?

Every sales manager remembers the famous Glengarry Glen Ross quotes including "Let's talk about something important! Put that coffee...