Several months ago, I was approached by a business owner from the security and life safety industry who was determined to make a significant shift in revenue within a challenging 90-day window. This ambitious leader wasn’t just looking for marginal improvements; he was committed to identifying key priorities that required immediate correction, taking decisive actions, […]
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You’re Hired! Every single day, business owners and managers wrestle with how do you grow sales? It’s dissected in hundreds of articles and dozens of books. Each offering its own set of complex solutions. How Do You Grow Sales? According to all our research, one area makes hitting revenue goals easier. Elevating your sales talent.
#1 Way for a Mid-Size Market Company to Grow Revenue. Read More »
Hire Different – Sales Talent Management What can college football coaches teach us about sales hiring? Head coaches from the top college football programs spend about 20% of their time recruiting talent. They also have a team of scouts and assistant coaches who spend significant time looking for talent. The top VPs of Sales know
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Alignment of Your Sales Strategy, and the Buyer’s Journey Does your sales strategy help your buyers make a confident, and expanded purchase of your offering? My core purpose is to elevate the sales profession with our actions, and collaboration. Part of my belief is that my role is not to ask a business owner
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Life safety and commercial security salespeople are not Hunters. Does your sales team Hunt? I was reviewing some of the incredible data and science that Objective Management Group (OMG) has on more than 2.3 Million salespeople when the following caught my eye. The top 10% of all salespeople get an average score of 81 out
Life safety and commercial security salespeople are NOT hunters Read More »
Salespeople Are Different! Are you hiring salespeople the same way you hire everyone else? People are different. This is normal, and a good thing. Employees with different perspectives who are able to communicate effectively, most importantly listen and consider opposing viewpoints are a huge asset. However, this blog is about why salespeople are different. And
Sales Hiring 101 – Sales Candidates Must Be Hired Differently Read More »
Onboard Salespeople for Retention and a Fast Start Don’t Start With Product Training. If you ask a mediocre sales rep what they need to be successful, he or she will tell you “I need to understand the product” or “I can’t talk to prospects without understanding the ins and outs of our product,” or worse,
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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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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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