The Pillars of Sales Growth

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

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…

The Sales Learning Curve

Why it’s important to know ‘who’ and ‘what’ you are hiring Does your company expect new salespeople to be able to teach themselves? Does your company have a strong on-boarding process?   Either way, you need to know your sales candidate’s FIOF– Figure it Out Factor. The Figure it Out Factor is a score that…

Success in Sales Hiring

  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- Not for the Faint-Hearted

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

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…

Sales Management Training Offers a Solution to an Oft-Neglected Issue

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?

Shop the Competition

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…