Are Salespeople Born or Made?
Are salespeople born or are they made? I hear this question a lot. The answer is: They are “made.” There are learned characteristics that help catapult success in sales. We
Are We Politicians in Business, Too?
Like everyone else, after watching the initial presidential candidate debates, I had my favorites, my dislikes and other judgments. But I am always surprised at how people make their decisions
Why Hiring Millennials in Sales can be the Right Move
“I can’t find any good salespeople out there. I even tried to hire some young college kids and that was a mistake,” says Matt, who is a sales director. “I
Go beyond product training to have an effective sales force
Organizations often overlook their greatest potential source of power: the power to increase sales performance by developing their people. Training is an integral part of sales-force development. But this goes
Are You Hiring “A” Players for Your Sales Team?
What if the bottom quarter of your sales staff turned into a team that produces more revenue than the top quarter? What would that do for your company? What would
Bring in the Human Factor When Selling
A new and eager sales consultant recently asked me what he should provide for those he is cold calling when they tell him that they’re busy and to just leave
Don’t Make the Top 5 Hiring Mistakes
A week doesn’t pass without someone asking about looking for a new salesperson.Why is everyone having such a problem? Here are some common hiring mistakes: 1. Looking for new employees
Sales Meetings: The Ultimate De-motivator
How often as a sales director, do you get that dreaded feeling from your reps, as well as yourself, about the weekly sales meeting? Does it last longer than it
Is social media killing our sales skills?
Recently I spoke to an organization that spent a huge amount of time, energy and money on social media to create lead generation. My question to them was, “Now what?”
Sales People Taking Shortcuts?
Logan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work he needed to finish before the
Don’t skip a step
I’m often surprised about how inconsistent businesses are when it comes to hiring sales people. They may not have an organized procedure and many entrepreneurs rely on gut instinct. In
