Sales Manager: Job Title or Specialized Skill
- November 4, 2008
Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role.
The Equilateral Triangle Model for Developing Sales Compensation Plans - October 6, 2008
Where a sales person invests their time is directed by the compensation plan put in place. While many look at sales compensation as a one-dimensional issue, there are actually three core components to consider when developing the plan.
"I Do!" Design An Offer That Commences The Sales Marriage - September 22, 2008
The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.
Conversion! Drive Attendance to Your Seminar - September 14, 2008
There is a major difference between visibility and conversion. The key to success for any event is the understanding of the factors driving conversion. You've told everyone that yo
The Secret Peril That Causes Sales to be Lost - September 12, 2008
One of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play.
Strategies That Get You Hired - August 05, 2008
If you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them.
Motivate Your Sales Team to Crush the Tomato - August 01, 2008
People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership
What Is Leadership? - July 17, 2008
People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership.
Your Sales Need a Little R & R - July 8, 2008
Every sales person needs to improve their approach in tough economic conditions. A little R & R is in order and it's no vacation!
Compensate to Motivate - July 1, 2008
Channeling the energy of a sales team can be challenging. How you compensate them determines where they invest their time and the results you get.
To Get New Sales Reps Up to Speed, You Need A RAP™! - June 24, 2008
Sales managers are expected to be able to develop their new hires. The traditional approach presented by new hire training fails to produce the results companies need. Reduce the amount of time it takes for your new sales people to generate revenue by creating your Revenue Accelerator Program™
The Second Dimension of Screening Sales Talent - March 29, 2008
Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship.
Sales Candidate Attributes: Desired or Required - March 17, 2008
Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.
The Sales Person's First Day - February 20, 2008
Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done.
Priming the Sales Applicant Pump - February 18, 2008
Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.
Secrets Buried In a Sales Person's Resume - February 4, 2008
The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.
Try Before Buy - January 29, 2008
In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.
Motivating the Passive Sales Candidate - January 15, 2008
Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?
White Paper: Are There Criminals On Your Sales Team? - January 6, 2008
Every employer fears unknowingly hiring a criminal. There are things that can be done to mitigate that risk if an effective criminal background screening program is put together. The operative word is “effective.” This white paper will help you identify the important components to structure a criminal background check program for your salesforce.
Are Job Applicants Destroying Your Brand? - December 18, 2007
Companies roll out the red carpet when they hire new employees. Yet, those that they elect not to hire are left out in the cold with a bad taste in their mouth about their experiences with the company. It doesn’t need to be this way.
A Sales Person's Kryptonite - December 17, 2007
RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!
Will You Pass the Flinch Test? - December 5, 2007
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test.
When the Sale Doesn't Happen - November 27, 2007
In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn’t happen. There are lessons to be learned in sales gone awry.
Identifying the Right Sales Talent for Your Company - November 15, 2007
Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.
"Why Can't I Hire The Right Sales People?" - November 15, 2007
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program.
What's The Plan? - November 7, 2007
If you don’t have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.
The Most Underutilized Strategic Advantage - October 29, 2007
Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
What Every Sales Person Could Learn From the Yankees - October 22, 2007
The falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.
5 Keys to Hiring the Right Sales Manager - October 17, 2007
There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well.
Can't Sell Today - October 15, 2007
The following is a diatribe from a fallen sales hero.
Close Doors, Not Sales - October 10, 2007
You have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens.
12 Keys to Tuning Up Your Sales Force - October 9, 2007
Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day.
Finding the Right Home for Your Sales Skills - October 9, 2007
Want to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills.
Migrating from Vendor to Partner - October 9, 2007
There is no bigger insult to a sales person than being called a “vendor.” Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner.
5 Keys to Ensuring a Spectacular Sales Training Engagement - October 8, 2007
Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.
The Secret to Overcoming the Price Objection - October 8, 2007
If you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all? In this article, you will learn a new approach to resolving the price concern.
Successful Selling and the Theory of Relativity - September 14, 2007
Are you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success.
Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role.
The Equilateral Triangle Model for Developing Sales Compensation Plans - October 6, 2008
Where a sales person invests their time is directed by the compensation plan put in place. While many look at sales compensation as a one-dimensional issue, there are actually three core components to consider when developing the plan.
"I Do!" Design An Offer That Commences The Sales Marriage - September 22, 2008
The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.
Conversion! Drive Attendance to Your Seminar - September 14, 2008
There is a major difference between visibility and conversion. The key to success for any event is the understanding of the factors driving conversion. You've told everyone that yo
The Secret Peril That Causes Sales to be Lost - September 12, 2008
One of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play.
Strategies That Get You Hired - August 05, 2008
If you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them.
Motivate Your Sales Team to Crush the Tomato - August 01, 2008
People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership
What Is Leadership? - July 17, 2008
People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership.
Your Sales Need a Little R & R - July 8, 2008
Every sales person needs to improve their approach in tough economic conditions. A little R & R is in order and it's no vacation!
Compensate to Motivate - July 1, 2008
Channeling the energy of a sales team can be challenging. How you compensate them determines where they invest their time and the results you get.
To Get New Sales Reps Up to Speed, You Need A RAP™! - June 24, 2008
Sales managers are expected to be able to develop their new hires. The traditional approach presented by new hire training fails to produce the results companies need. Reduce the amount of time it takes for your new sales people to generate revenue by creating your Revenue Accelerator Program™
The Second Dimension of Screening Sales Talent - March 29, 2008
Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship.
Sales Candidate Attributes: Desired or Required - March 17, 2008
Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.
The Sales Person's First Day - February 20, 2008
Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done.
Priming the Sales Applicant Pump - February 18, 2008
Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.
Secrets Buried In a Sales Person's Resume - February 4, 2008
The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.
Try Before Buy - January 29, 2008
In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.
Motivating the Passive Sales Candidate - January 15, 2008
Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?
White Paper: Are There Criminals On Your Sales Team? - January 6, 2008
Every employer fears unknowingly hiring a criminal. There are things that can be done to mitigate that risk if an effective criminal background screening program is put together. The operative word is “effective.” This white paper will help you identify the important components to structure a criminal background check program for your salesforce.
Are Job Applicants Destroying Your Brand? - December 18, 2007
Companies roll out the red carpet when they hire new employees. Yet, those that they elect not to hire are left out in the cold with a bad taste in their mouth about their experiences with the company. It doesn’t need to be this way.
A Sales Person's Kryptonite - December 17, 2007
RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!
Will You Pass the Flinch Test? - December 5, 2007
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test.
When the Sale Doesn't Happen - November 27, 2007
In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn’t happen. There are lessons to be learned in sales gone awry.
Identifying the Right Sales Talent for Your Company - November 15, 2007
Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.
"Why Can't I Hire The Right Sales People?" - November 15, 2007
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program.
What's The Plan? - November 7, 2007
If you don’t have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.
The Most Underutilized Strategic Advantage - October 29, 2007
Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
What Every Sales Person Could Learn From the Yankees - October 22, 2007
The falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.
5 Keys to Hiring the Right Sales Manager - October 17, 2007
There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well.
Can't Sell Today - October 15, 2007
The following is a diatribe from a fallen sales hero.
Close Doors, Not Sales - October 10, 2007
You have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens.
12 Keys to Tuning Up Your Sales Force - October 9, 2007
Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day.
Finding the Right Home for Your Sales Skills - October 9, 2007
Want to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills.
Migrating from Vendor to Partner - October 9, 2007
There is no bigger insult to a sales person than being called a “vendor.” Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner.
5 Keys to Ensuring a Spectacular Sales Training Engagement - October 8, 2007
Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.
The Secret to Overcoming the Price Objection - October 8, 2007
If you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all? In this article, you will learn a new approach to resolving the price concern.
Successful Selling and the Theory of Relativity - September 14, 2007
Are you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success.
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