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7 Reasons Sales Managers Fail
The job of a sales manager is one of the toughest occupations in the world. Part strategic and part tactical, they must deliver tangible sales results using the intangible qualities of their sales team...
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2 Critical Things You Should Add to Your Hiring Process Right Now
It’s a little unnerving to look back on a salesperson’s first six months and realize that the interview was that employee’s career highlight. Too often sales leaders make hiring decisions based on how...
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The One Question You Must Ask Every Candidate
Why do you want to leave your job? That question may be a very common one to ask for most hiring managers, but it’s loaded with the opportunity to gather some great information that many times gets...
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4 Smart Ways to Coach Your Sales Reps on a Sales Call
How often should you step in and save a sale when you’re out in the field with one of your sales reps? You need the revenue, so why not? As a sales coach, your goal is to develop your sales reps to...
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Why Bad Salespeople Get Hired
A friend told me over lunch about a sales rep he hired the previous year. He sold seven times the industry average of $1million at his previous company. At $7million in sales, he was a superstar. My...
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4 Simple Steps for Upselling Your Customers
What is your strategy for leveraging more sales with your existing customers? Apart from simply asking for more business, the goal is to develop or reinforce your relationship with key contacts in the...
View Article5 Behaviors of Stellar Salespeople You Should Replicate Now
We desire to be stellar salespeople. But what are the common characteristics of superstars? Some traits deal with internal factors such as personality style and thinking patterns. Other traits deal...
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10 Things You Can Do to Become a Better Salesperson Right Now
We all want to improve as sales professionals and skill development is a lifelong process. Here are ten things you can do right now to become a better salesperson and improve your sales performance. 1....
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The 10 Books I Recommend the Most
I am a sales trainer. I’ve invested the last two decades of my life helping salespeople and sales leaders become more successful working with companies from $2 million to $2 billion in sales. One of...
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Watch Out for This Tricky Sales Candidate
In this series of articles, I identify types of salespeople who fail to meet expectations. But they all have one thing on common: they interview well. You struggle to hire good salespeople but...
View ArticleRun Away from the “Face Palm” Sales Candidate
In this series, I’m identifying a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing on common: they interview well. You struggle to hire good salespeople...
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Don’t Get Fooled by “The Pinball” Sales Candidate
In this series, I identify a sales candidate who, when hired, fails to meet expectations. Like many other bogus candidates, they have one thing on common: they interview well. You struggle to hire good...
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Never Put This Person in a Hunter Sales Role
In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing in common: they interview well. You struggle to hire good salespeople but...
View ArticleBeware of Hiring the Golden Child
In this series, I identify a group of sales candidates who you might hire, but fail to meet expectations. They all have one thing on common: they interview well. You struggle to hire good salespeople...
View ArticleAvoid the Wandering Sales Candidate
Hiring salespeople is difficult. In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing on common: they interview well. You...
View Article8 Reasons Why Qualifying Makes You an Awesome Sales Rep
1. You don’t get derailed by unknown decision-makers. Part of qualifying is finding out each of participants involved in the purchase decision. Fully qualifying means, you know who the influencers,...
View Article9 Reasons Why Top Salespeople Leave
Finding good salespeople is hard enough. Losing a good one can really sting. According to Harvard Business Review: Estimates of annual turnover among U.S. salespeople run as high as 27%—twice the rate...
View Article10 Smart Ways to Overcome the Most Common Sales Training Problems
Sales training can be highly effective. It can also fail to provide the ROI you expect. Here are 10 reasons why sales training doesn’t work, and the solutions to help you implement a successful sales...
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7 Awesome Questions To Ask Your Sales Reps After Every Sales Call
A well-prepared sales rep always has a greater chance of landing a sale than those who aren’t. So, how should your sales reps prepare for a sales call? Start by asking them the right questions to get...
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Use This Simple Technique to Increase Sales
When a buyer shares an issue that your product or solution can solve, it’s very tempting to swoop in super-hero style and with a big smile share how your product can most assuredly solve their problem....
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