The Sales Integrator™
Blog
The Sales Integrator™
Short, sharp essays on The Sales Operating System – Right People, Right Positioning, Right Process, and Right Pulse.
Most of what gets written about sales is written by consultants and pundits who comment on it from a distance. These are written from the front line by someone who still does it.
New essays go up when there is something worth writing. Not when the calendar says it is time.
Hiring Salespeople Without Industry Experience: Your Filter Is Pointed at the Wrong Table
You wrote the job posting requirement yourself. Five years in the industry. Knows the product line. Knows the competitors by name. Let’s call it industry ...
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Hiring an Account Manager: The Seat You Lost Control Of
The revenue report says he’s your best salesperson. Is he doing what you need a salesperson to do? Is he a hunter or an account ...
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Price the Seat: The Sales Comp Plan That Attracts Closers
It’s month seven and you’re still using the phrase: “He’s ramping.” You said it in month three and it was true. You said it in ...
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Why Sales Hires Fail: The Machine Breaks in One of Four Places
Why Sales Hires Fail: The Machine Breaks in One of Four Places Your last three sales hires failed three different ways. One never filled ...
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What a Sales Headhunter Actually Costs
The invoice cleared in January. Twenty-six thousand dollars. By March you had a salesperson. Good handshake, right background, three references who said the right things. ...
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When to Fire a Salesperson: GWC Is an X-Ray, Not a Checkbox
The question: When to fire a salesperson? The number is behind. The rep is the same rep he was in March. And you’re running arithmetic ...
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