About Don McMahan

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So far Don McMahan has created 15 blog entries.

Effective Branding Can Drive Your Sales Growth (Marketing Series-Part 1 of 4)

      Introduction by Don McMahan-FlyCloud Consulting, (Outsourced VP of Sales)  This week kicks off our four-part marketing series with an intro to branding blog by my longtime marketing partner and guru, Robert Friedman of FearLess Branding. Robert does more than just help you develop a winning and cool brand strategy, as I do [...]

By | 2018-04-18T08:09:48+00:00 April 18th, 2018|Branding, Marketing, Marketing, Sales management, Sales Planning|Comments Off on Effective Branding Can Drive Your Sales Growth (Marketing Series-Part 1 of 4)

California Employers Face New Requirements in 2018

The Toughest Labor Market In The US just got tougher in 2018 with a few major changes that impact how employers recruit, and even pay sales and other professional staff. The new law banning employers (or recruiters) from asking applicants about salary history is clearly aimed at the real wage gap between men and women…From [...]

By | 2018-04-12T07:22:57+00:00 April 12th, 2018|Financial Management, Human Relations, Sales management|Comments Off on California Employers Face New Requirements in 2018

A Card & A Pen-My Lifetime Franchise…

For those who have worked for me over the years (a lot of salespeople) this will not be news. I am definitely “Old School” when it comes to some sales fundamentals. It’s like Madden football, you can’t escape the need for great blocking and tackling no matter how many trick plays you have in the [...]

By | 2018-04-11T07:22:04+00:00 March 14th, 2018|Sales management, Sales Planning, Sales Planning|Comments Off on A Card & A Pen-My Lifetime Franchise…

New Tax Laws May Impact Corporate Travel & Expense Policies For Sales Reps

New Tax Laws Takes Away Deduction for Entertainment.. Good friend and consulting CFO, Rolf Neuweiler of a2zCFO is our guest blogger this month with a great post on the new tax law and one of our favorite benefits of being an outside sales rep, Customer Entertainment. From Rolf's post we can say goodbye [...]

By | 2018-04-11T07:22:04+00:00 March 9th, 2018|Financial Management, Sales Compensation, Sales management|Comments Off on New Tax Laws May Impact Corporate Travel & Expense Policies For Sales Reps

Territories Assigned by Account Size (Part III of a IV-part series)

The current trend among technology companies (and others) is to assign accounts based on company size. While definition of size varies across the market, the three categories generally defined are: SMB (small, medium businesses) Mid-Market Enterprise Gartner defines SMBs by the number of employees and annual revenue they have. The attribute used most often is [...]

By | 2017-11-02T04:51:36+00:00 November 2nd, 2017|Sales management, Sales Planning|Comments Off on Territories Assigned by Account Size (Part III of a IV-part series)

Geographic vs Open Territories-(Part II of a IV Part Series)

Most of my professional life has revolved around well-defined geographic territories, defined by state borders or sometimes down to the local zip code levels. When you are developing a sales strategy, why is this a good thing compared to other territory management strategies? Some benefits: Efficiencies of time/travel expenses Clear accountability Concentration of effort Long [...]

By | 2018-04-11T07:22:04+00:00 March 10th, 2017|Sales management, Sales Planning|Comments Off on Geographic vs Open Territories-(Part II of a IV Part Series)

Sales Territories-What Works Best? (Part 1 of a 4 part series…)

Since the beginning of time, man (or woman) have fought over boundaries defining, their farm, their country and yes, even their sales territory. Gangs kill over turf and so do nation states. Drug wars are all about territory with millions at stake, so we can see that territories defined has universal value. In this series [...]

By | 2018-04-11T07:22:04+00:00 September 13th, 2016|Sales management, Sales Planning|Comments Off on Sales Territories-What Works Best? (Part 1 of a 4 part series…)

Turnover Is a Costly Problem for Sales Managers

Steve LePatner’s insights on employee turnover are spot on. The impact on the organization can be especially costly for sales organizations for several reasons: Loss of revenue is an immediate and certain issue when you lose salespeople Recruiting and hiring new sales talent often takes longer than other positions Disruption of customer relationships, often the [...]

By | 2018-04-11T07:22:04+00:00 July 6th, 2016|Sales Compensation, Sales management, Sales Planning|Comments Off on Turnover Is a Costly Problem for Sales Managers

Admiring the Problem and Stupid Sales Call Questions…

A great post below from my fellow Sales Xceleration Advisor Bill Morrow. I’d like to add to his observations by reminding all salespeople that perhaps the dumbest questions are the ones you should have asked and did not. Did you ever leave a call and say jeez, “I wish I had asked him who else [...]

By | 2018-04-11T07:22:05+00:00 June 17th, 2016|Sales management, Sales Planning, Sales Planning|Comments Off on Admiring the Problem and Stupid Sales Call Questions…

New Sales Agility Tool To Assess Your Company Sales Mojo

For a quick assessment of your company's sales readiness, check out our new Sales Agility Assessment. Take the short assessment or email me for the full 40 question deeper dive into all the components of your sales process. At FlyCloud consulting I use the proven Sales Xceleration platform to grow and manage sales in any [...]

By | 2018-04-11T07:22:05+00:00 June 11th, 2016|Sales management, Sales Planning, Sales Planning|Comments Off on New Sales Agility Tool To Assess Your Company Sales Mojo