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.
The Cost of a Bad Sales Hire Is Ramp Math
The Economics of Ramp: Where the Cost of a Bad Sales Hire Actually Lives The new rep started nine weeks ago. You’re paying full salary. ...
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Sales Hiring Mistakes Don’t Start at Month Six: Accountability Is a Pre-Hire Conversation
Month six. The number’s been soft for two quarters, and you finally sit the rep down to talk about accountability. You slide the Scorecard across ...
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The Sales Hiring Blind Spots Series #8 | The Sales Onboarding Plan Your New Rep Never Gets
Why the HR Handoff Keeps Pulling You Back In You did everything right. You defined the seat. You rewrote the job post to repel the ...
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The Sales Hiring Blind Spots Series #7 | Why a Capped Comp Plan Repels Top Reps
Why a Capped Sales Compensation Plan Keeps Pulling You Back In The offer letter went out Tuesday. Strong base. Modest variable. A cap on the ...
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How to Write a Sales Job Posting That Attracts the Top 6%
Safe Return Doubtful: How to Write a Sales Job Posting That Attracts the Top 6% Men wanted for hazardous journey. Small wages, bitter cold, long ...
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Sales Hiring: The Lead Measure Most CEOs Never Track
The Scorecard Number Missing From Your Sales Hiring You know your cash position to the dollar. You know gross margin to the decimal. You can ...
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