To the sales team, Twitter can be a friend or a foe depending on how it is used. Too often, salespeople use Twitter to broadcast positive messages about their product or services. This can potentially backfire if people get tired of a barrage of marketing ads, and a better way to utilize Twitter is as [...]
Top Three Reasons Why You Don't Give Company Stock to Sales People
Small business owners are often tempted to offer stock to key managers and employees as an incentive for them to stay and grow with the company. When an employee asks for stock as part of his or her compensation, business owners often see this as a vote of confidence from staff and a way to [...]
Build a Strong Company Around Your Sales Organization
“Really great people make you feel that you, too, can become great.” ~ Mark Twain Excellent advice to take into account when building a succcessful sales team. The best salespeople recognize that they need a great support team around and behind them, and they both appreciate and take advantage of each individual’s contributions, whether large [...]
Solution Selling is Not the Same as Selling Solutions (requires 45 seconds to read)
More and more these days Four Sales Trends that Affect Sales Hiring we are hearing that companies ask for solution sales and it is obvious there is a ton of confusion. According to wikipedia. Solution selling is a sales methodology. Rather than just promoting an existing product, the salesperson focuses on the customer’s pain(s) and addresses [...]
Top 3 Reasons to Have Structure in Your Sales Hiring Process (Requires 60 seconds to read)
Many companies have a undisciplined approach to sales hiring: the approach changes depending on the urgency of the hire, the availability of candidates and the mood of the hiring team. It is no surprise that no more 50% of sales people meet targets in most sectors. Look around and you will see a direct correlation [...]
Job Description of a Vice President of Sales
On many occasions Peak’s customers has been asked us to provide a template for defining the role of the Vice President of Sales. While every company has a different sales mandate and priorities, at the core the VP Sales is responsible for revenues and the execution of the company’s sales plan. We tend to prefer job [...]
What Sales Leaders Can Learn from the 2011 NBA Finals
As the NBA Championship Finals progressed, and Miami’s dream team slowly succumbed to Dallas, we kept hearing the saying that a team of 5 always beats a team of 3. I don’t follow basketball closely, but last year when Lebron James made a big deal about signing with the Heat, it caught my attention. To publicly proclaim [...]
Remind Your Sales Reps to Take a Breather
On the one hand you want to push your reps to achieve their potential and sell as much as possible. On the other hand, your team won’t be able to perform if they are burned and over-stressed. No matter how much pressure you feel at work, if you could find ways to relax for at [...]
Beware of the Sales Compensation Surveys
From time to time you will be in a salary negotiation with a sales candidate when they pull out a salary survey as evidence they are worth the compensation they are asking for. So how much weight do you place on salary surveys? The answer depends on a few factors: Was the survey conducted in [...]
Hire the Best (Requires 30 seconds to read)
Picture this competitive scenario. Your company is in a dog fight with two other companies to win an important piece of business. One of your competitors is a large, well-known market leader and the other always offers aggressive price discounts, while your company has the superior product. Who will win the business? The answer is [...]
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