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The Sales Hiring Blind Spots Series: #2 Why the Generic Seat Keeps Pulling You Back In

Blog, Sales, Sales Team Hiring, The Sales Integrator / By

You wrote a job description for a “sales professional.” Three words. Your hiring manager pulled the rest from the last description you posted two years ago. The recruiting partner didn’t push back. The applicants started flowing. Twelve interviews in, you can’t tell who’s qualified. None of them feel right. None of them feel wrong enough […]

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The Sales Hiring Blind Spots Series: #1 Why the Resume Lie Keeps Pulling You Back In

Blog, Sales, Sales Team Hiring / By

  Operations runs without you. Finance runs without you. Sales hiring still runs through you — because nobody else on your team knows how. Until that changes, the seat is yours. Here’s how it changes.   You read every resume. You screen every candidate. You make every final call. You built a $25M to $50M

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Sales Onboarding: The Handoff That’s Killing Your Retention Rate

Blog, Sales, Sales Team Hiring, Sales Team Performance / By

Why Your A-Player Sales Hire Is Already Looking for Another Job You fought hard to land that A-player. Great interviews. Strong references. Real talent. Then you fumbled the handoff. And now they’re scrolling LinkedIn on their lunch break. The “They’ll Figure It Out” Myth I had a client who believed their new sales hire would

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Five Effective Actions for Prospecting in December

Blog, Sales, Sales Team Performance / By

  Here’s a belief that most salespeople have: December isn’t dead time. However, in most industries this is not true.  December is opportunity time. While your competitors are checking out early and planning their holiday parties, you have a chance to lock in business and build relationships that will pay off the moment Q1 starts.

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Hiring a Sales Manager: You Didn’t Fill a Seat, You Emptied Two

Blog, Sales, Sales Team Hiring, Sales Team Performance, The Sales Integrator / By

          Hiring a Sales Manager? You promoted your best rep in March. Four years as your top producer. He knew the accounts, knew the margin, knew when to walk from a job that was going to bleed you. So when the seat opened, you didn’t run a search. You handed it

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Why Your Sales Team is Failing (And Why It’s Not Their Fault)

Blog, Sales, Sales Training, The Sales Integrator / By

You’re watching your sales team struggle. Week after week, they’re working the phones, sending emails, and pitching meetings. But the deals aren’t closing. Or worse—they’re closing the wrong deals at the wrong price.So you look at the salespeople. Maybe they need more coaching. Perhaps better KPIs. You might even consider replacing underperformers.But what if they’re

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Your Sales Training Investment is Backwards (Fix This First)

Blog, Sales, Sales Training, The Sales Integrator / By

The $2.68 Billion Mistake Every Company Makes Companies will spend over $2.68 billion this year on sales training . By 2030, that number will hit $6.11 billion. Here’s the problem: Most of that money will be wasted. Last week, a manufacturing CEO called me frustrated. “Walter, we just spent $50,000 on sales training. Three months

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