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…

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…

Between the Ears

Q. What makes some sales people more successful than others. A. Very interesting question and one the will conjure up a lot of debate. I’ll give you my take and stir the pot. The biggest challenge is between the ears! In the April Field and Stream issue there was an article that addresses competitive shooting…

A Sales Manager’s Function

Our belief, curriculum, experience and lessons tell us that sales managers have five fundamental functions that they should be spending 80% of their time on. Accountability – The manager is responsible for holding everyone accountable not only to the company goals and quotas, but more importantly, holding each sales person to view the company as…