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Sales Hiring 101 – Sales Candidates Must Be Hired Differently

Blog, Sales Management Coaching, Sales Team Development, Sales Team Hiring, Sales Team Management, Sales Team Performance / By

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 […]

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Onboard Salespeople for Retention and a Fast Start

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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 of Industry Experience is Needed in a Sale Role

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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

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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

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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?

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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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Your Company’s Economic Engine is the Sales Team

Blog, Sales and Cigars, Sales Management Coaching, Sales Team Development, Sales Team Hiring, Sales Team Management, Sales Team Performance / By

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

Blog, Sales and Cigars, Sales Management Coaching, Sales Team Development, Sales Team Hiring, Sales Team Management, Sales Team Performance / By

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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Why Is Joy and Fulfillment Elusive in Our Professional Roles

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Why Is Joy and Fulfillment Elusive in Our Professional Roles? Uncovering your team’s Working Genius will solve this problem.  Understanding your working Genius improves retention; increases productivity; makes meetings better instantly and allows the team to be more effective.   One of the big problems in life is that people get into their jobs and

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