The Myth that Industry Experience is Needed in a Sales. Is industry experience an important criteria for hiring salespeople? It is a common belief among business owners and senior sales leaders that industry experience is the most important criteria for evaluating a sales candidate for a sales role in their company. I could not disagree […]
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Top 5 Reasons Why Your Sales Superstar Might Fail What’s in this blog? Five tips for hiring your next sales superstar, and three onboarding checklists to make it easier. When a sales candidate is recommended using our Sales Talent Acquisition Routine or S.T.A.R. the sales star has been thoroughly vetted, should you expect this salesperson
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What to do When You Hate Your Job. I love what I do! I hope you don’t hate your job, but you don’t have to love it to be successful. However, if you don’t love your “job”, maybe the next few ideas will help you. If you already love your job, this blog post might
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5 Beliefs that Cost Business Owners Millions of Dollars Your beliefs drive your behavior. We see this in every facet of our lives. What we learned as kids or suffered through as children and adolescents, informs how we think, react and believe. Some beliefs are a little out there. Others seem productive, but are
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Your Sales Manager Impacts Revenue. Positively or Negatively? Great Sales Management Grows Revenue by 31%? Sometimes as much as 43% when strategy & tactics are aligned. The two most frequent concerns I hear from business owners are: My revenue forecast is never accurate. I don’t know how effective my sales manager is. This
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What type of sales engine is driving your company? You want a big V8 engine with 707 horsepower and 650 ft-lbs of torque where all of the reps are driving revenue, and meeting quota. Your team cannot be a 4 cylinder, 130 horsepower engine when your competitors have the big V8 with a supercharger.
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Low Cost Sales Development Does your sales team need help, so you are looking for some development tools to help get you started? Maybe you need to start building a toolbox, rather than have information organized for the team. Well, keep reading. This post will give you some ideas. Helix Mini Courses At
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Leadership Blind Spots – How to remove the blinders? Are you struggling with leadership blind spots? That is not a fair question because a blind spot is inherently not known. The photo was taken on Mackinac Island and is typical of what one might see on Main Street in the downtown area during the summer
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Are you frustrated with Your Sales Organization’s Consistent Inconsistency? I wrote a book for CEOs who are Upset, Frustrated, and pissed off because the sales team isn’t getting it done. The book is written without any fluff. You have too many demands on your time to read a book with stories of my success.
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What is the Goal of Your Prospecting Call? Having a goal of an outbound prospecting call is critical to success, but what should the goal be? If you are in a one call, transactional business, the objective is to make a sale and this blog post isn’t for you. Keep after it! If you are
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