In a recent conversation with a Chief Revenue Officer of a technology firm, we discussed the cost of ghosts and the areas of concerns for all new sales hires. As a sales leader or president of an organization, we typically have three concerns when it comes to new hires: Preservation of the good ones Flight risk for…
photo credit: imgflip.com Most of you probably remember the 1989 classic, Field of Dreams with Kevin Costner. If you are anything like me, it conjures up warm fuzzies and loads of hope. And I personally believe in a healthy dose of self-manifestation because a little positive thought never hurt anyone. However, I am sure you…
What does it take to build a world class sales team? This question will be answered in the upcoming series by answering the following twenty-two more specific questions. That’s right TWENTY-TWO questions to tell you how to grow your business 30-50% or more. We’ll include the 21 Core Competencies that make up the perfect sales person in…
If you missed out on our previous posts, first check out Sales Tips #1, #2, #3, #4 , #5 , #6 , #7 , #8 , #9 , #10 , #11 , #12 & #13 No different than a Major League General Manager or Talent Manager you must always be looking for stronger people. If you took Tom Brady from the New England Patriots and put him on the Cleveland Browns team as quarterback he…
If you missed out on our previous posts, first check out Sales Tips #1, #2, #3, #4 , #5 , #6 , #7 , #8 , #9 , #10 , #11 & #12 Sales is about numbers and it’s also about quality. The greater the quality of sales skill and quality of prospects the fewer the numbers are required. It’s important to define the minimum daily activities for the new salesperson. Start with…
If you missed out on our previous posts, first check out Sales Tips #1, #2, #3, #4 , #5 , #6 , #7 , #8 , #9 , #10 & #11 This is one of the most critical step in the hiring process. Take the time and don’t cut corners here. The more detailed the better. Start at the end of 90 days and work backwards. Then go to 60 days,…
If you missed out on our previous posts, first check out Sales Tips #1, #2, #3, #4 , #5 , #6 , #7 , #8 , #9 & #10 This is most likely the easiest step of the hiring process. No more bad cop. Just do what you wanted to do in the first interview. Sell the company and sell the opportunity. Ask the quality and characteristics questions. Take…
If you missed out on our previous posts, first check out Sales Tips #1, #2, #3, #4 , #5 , #6 , #7 , #8 & #9 Today’s tip is short and sweet! Check references and do a background check. It’s so easy to fake things in the digital world. Spend the money to do a professional background check! Even if you know the candidate. I hired…
If you missed out on our previous posts, first check out Sales Tips #1, #2, #3, #4 , #5 , #6 , #7 & #8 Enough said! We’ve written comp. plans for hundreds if not thousands. Each will have it’s own niche and each will be customized to the client. However, the fundamentals don’t change. Let’s first address this crazy notion of a sales person…
If you missed out on our previous posts, first check out Sales Tips #1, #2, #3, #4 , #5 , #6 & #7 Sales Resumes are like vacuum cleaners, they suck! Usually they are nothing more than a candidate brochure written by a computer program or a 3rd party who doesn’t even know the candidate. It’s not what’s on the resume that is…
