7 Sales Mistakes To Avoid from a Painfully Awkward Video
The late, great comedian, Jerry Lewis, sat for an interview in his 90’s with a staff member from The Hollywood Reporter. The interview is known as 7 Painfully Awkward Minutes with Jerry Lewis. Many...
View Article7 Questions That Reveal Why Your Sales Team is Underperforming
Why is your sales team not meeting your expectations? I ask this question to my clients on a first call to get their perceptions about why their sale team is not meeting expectations. Sometimes I get...
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Another 10 Revealing Interview Questions to Ask Sales Candidates
This is a follow-up to my previous article: 10 Revealing Interview Questions to Ask Sales Candidates. This article focuses on making a job comparison between your current sales job opening and the job...
View ArticleCompany Hires “Superstar” Sales Rep. It Doesn’t End Well. [Sales Story]
Hiring good salespeople is a challenge. There are so many factors that can contribute to a sales reps’ success or failure. In fact, just one or two small things can derail their job performance. That’s...
View Article7 Qualities of a Great Sales Coach
Coaching your reps is the primary function of your job. It’s the best pathway to achieving the sales quota. In this article, I list seven qualities I’ve experienced and observed of great sales coaches....
View ArticleHiring this Sales Rep is a BIG Mistake!
Recruiting and hiring good sales reps poses a big challenge for business leaders. They can be hard to find, hard to manage and hard to keep. There are many facets to a successful sales rep that must be...
View Article7 MORE Qualities of a Great Sales Coach
This is a follow-up article to 7 Qualities of a Great Sales Coach. 1. Great sales coaches know the value of incrementalism. Sales skills develop over time if they’re going to last. Great sales coaches...
View ArticleWhy is Your Sales Rep Failing?
Our research shows that there are many reasons why a sales rep fails to achieve their quota. For the purpose of this article, I will keep my comments focused on three categories: 1. Personality...
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Avoid this Sales Rep at All Costs
Hiring sales reps is not easy. My client was preparing to hire a highly recommended industry veteran for their sales team. All indicators were that this sales candidate was a perfect fit for the role....
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Yet Another 10 Revealing Interview Questions to Ask Sales Candidates
Before hiring a sales rep, conduct an apples-to-apples job comparison. Line up the structure and activities of your sales job and your candidates current or previous sales job. Note any differences...
View ArticleCan I Fix This Unmotivated Sales Rep?
Is it possible to fix a motivation problem with a sales rep? Answer: Sometimes. First, it depends on if the motivation issue is due to an external factor, such as: unfair change in compensation,...
View Article13 Serious Questions You Need to Ask Before Hiring Your Next Sales Rep
You need to conduct a competitive comparison of your candidate’s previous sales job and the one they’re applying for at your company. Here are some questions to consider before hiring a HUNTER sales...
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10 Awesome Follow-up Questions to Get Your Buyer Talking
Asking good questions is the heartbeat of a good sales call. However, some salespeople can become so enamored with asking all of their questions they fail to get the full story. Why? Because most...
View Article5 Qualifying Questions to Ask Your Sales Reps
When coaching your salespeople through the sales process, there are certain questions that you need to consistently ask them. They really need to have a guideline for their qualifying process....
View Article7 Ways to Fix Underperforming Sales Reps Right Now
Identifying the root cause of underperforming sales reps is always the first step. Avoid applying an impulsive decision like throwing more training at them or quickly terminating. Take the time to...
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Another 10 Revealing Interview Questions to Ask Sales Candidates
This is a follow-up to my previous article: 10 Revealing Interview Questions to Ask Sales Candidates. This article focuses on making a job comparison between your current sales job opening and the job...
View ArticleCompany Hires “Superstar” Sales Rep. It Doesn’t End Well. [Sales Story]
Hiring good salespeople is a challenge. There are so many factors that can contribute to a sales reps’ success or failure. In fact, just one or two small things can derail their job performance. That’s...
View Article7 Qualities of a Great Sales Coach
Coaching your reps is the primary function of your job. It’s the best pathway to achieving the sales quota. In this article, I list seven qualities I’ve experienced and observed of great sales coaches....
View Article3 Questions to Ask Yourself Before Hiring a Sales Candidate
Hiring a sales candidate can be exciting and difficult. As a Sales Manager, you can’t help but be excited about the prospect of a high volume salesperson in your organization. They could be the one to...
View Article7 Smart Questions Sales Managers Ask When Coaching Reps
Coaching sales reps is one fo the primary roles of a sales manager. Unfortunately, too many sales managers don’t spend enough time in the field observing sales reps to coach them effectively. Instead,...
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