“Salespeople are like Catfish; scum sucking bottom dwellers!” If this offends you, then you got my point. Of course I don’t really think salespeople are like catfish. Mercy, I am one and I’m proud of it. The sales professionals I work with are certainly not like Catfish. The problem is most of the general public…
The Sales Revolution If you haven’t noticed, there has been a huge movement in the last 5 years to move traditional outbound sales to the inside. Technology has made it easier to connect, hold meetings via the web, walk prospects through the sales process and become more efficient. However, efficient doesn’t’ mean effective. As companies…
Supportive Beliefs Can Help or Hurt Your Sales Numbers! Tom was 10 years old when he learned many of his classmates and friends were joining Traveling Hockey. 8 months of weekend travel and tournaments sounded like a blast. New hotels every weekend, pizza, ice cream after games, eating out, new gear and apparel to…
How to Stop Hiring Mistakes Forever Being in the Sales Development space for over 25 years I’ve seen just about everything you might imagine. The discussion often comes up about what makes training work and what causes sales people and sales managers to grow? Additionally I’ often asked: What are the two most critical elements…
Sales Hiring is Different Question: Hiring for sales is always an issue for our company. What is better hiring someone with experience in my business or hiring someone with great sales experience and teaching them our business? Answer: In 225 words or less…neither. The Traditional Approach to hiring sales people doesn’t work! There are several…
How hiring a Sales Champion affects your buisness! Question: What makes some sales people more successful than others? Answer: Very interesting question and one the will conjure up a lot of debate. I’ll give you my take and stir the pot. In the a Field and Stream issue there was an article…
Sales Hiring Hiring victory is yours with the STAR program Question: Why it’s so hard to hire and keep salespeople? Answer: Let’s compare. When you hire someone for product development they typically have experience, you explain the job, the responsibilities, the expected results, the level of authority, indoctrinate them with the resources and tools…
Magic Bullet Perfect Practice Makes Perfect Question: Do you have any sure fire closing techniques? Answer: Yes, plenty. I was warming up at a skeet shooting event when one of the national pro’s came over to the range, shot three volleys, then gathered his equipment and began to stroll off. I looked at him (impressed of…
If you’ve ever watched the TV show, The Office, then you probably know the character Michael Scott, the bumbling, ill-liked boss of the Dunder Mifflin Paper Company. Late into the show’s run, viewers were shocked to learn that once upon a time, he was an award-winning salesman who won half the company’s client list. How does a company’s best salesman become that same company’s worst manager?
Competition Competition leads us to sell value to prospects! Like what you see? Sales Development Expert can help sales people reach their full potential by identifying strengths and weaknesses, and tailoring a personalized Professional Development curriculum for you and your sales team! Good Selling, Rocky Head Coach and CEO…
