Next month, we will be publishing a new guide entitled The First 90 Days – How to Get Your New Sales Hires Producing, Fast. Here is a teaser from the introduction. Most companies take months or even years to determine whether a new hire is successful, but often all the evidence to indicate whether a [...]
Why is Hiring Sales People Different?
Every successful business knows that it’s success rests squarely on the shoulders of its best sales people. Having a talented sales force can make or break an organization. It stands to reason, then, that hiring the best and most qualified sales people is of critical importance. However, most managers don’t relish the prospect of hiring. [...]
Tough Decisions – Rebuilding the Sales Team
This morning I had breakfast with friend and President and CEO of Stratford Managers, Jim Roche. They are a progressive group, helping companies achieve growth and profitability through a mix of consulting and acting executive engagements. They are a sales savvy bunch as well. In a recent blog post, When It’s Time To Rebuild Your [...]
7 Priorities for the New VP Sales (Requires 30 seconds to read)
The Vice President of Sales is the hottest seat in any company, and one that turns over most often. When a company hires a new VP Sales, he or she is more than likely taking over a sales function that has been underperforming and there is a usually a mandate to turn things around as [...]
Why Your Best is Not Good Enough (Requires 25 seconds to read)
I read somewhere that only two thirds of sales teams set sales quotas which is generally consistent with my experience. That means about a third of companies are not setting sales quota’s for their reps – and here’s why that is a recipe for failure. People tend to do what is asked of them. If [...]
On-boarding New Sales Hires for Better, Faster Results
You need your new sales reps selling fast, and you need a comprehensive program to ensure that happens. On-boarding provides the means to equip new hires with the knowledge and skills they need to succeed within your organization, ensuring they fall in with the rest of your team as quickly as possible. It’s the foundation [...]
Is Your Company Ready to Attract Top Sales Performers? Quick Test
Have you ever gone on a date without combing your hair, taking a shower or wearing clean clothes? You probably wouldn’t expect to be asked on a second date, yet many companies court sales hires as if appearances don’t matter. Top performing sales people are very picky about which employers they will work for, because [...]
Attitude is Everything
One thing that separates winners and losers: attitude. It doesn’t matter whether it is sports, business or life. People succeed in spite of odds because they decide they want to be successful and will be successful. People begin to become successful the minute they decide to be. — Harvey Mackay Next time one of your [...]
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