We receive a lot of resumes from job seekers via a career form on our website, and without fail, at least once a week someone looking for a job puts their name and number into the form on our web site which is meant to capture information from employers that need to hire. The form [...]
Avoid the Christmas Sales Slump (Requires 25 seconds to read)
At this time of year, the Christmas parties start to intensify and it can be tougher to get sales deals closed. Some reps will accept that things effectively shut down from now until the first week of January, but top reps seize the opportunity to catch their competitors napping and keep pushing to close deals [...]
How do I successfully build a sales team for my web development business? – LinkedIn Question
We answered this question in LinkedIn today I wish to take my web development business to the next level. Lead generation and sales is my current weakness. I think the right person(s) to help with sales could be the next step but I do not know how to go about this. Ideally, I could start [...]
Set Big 2011 Goals Now!
This is the time of year sales leader are reflecting on this years performance and setting new annual goals. Whether you make detailed sales plans or tend towards goals that fit on a napkin, make sure to include the following hot topics in your thinking for 2010 sales goals. Besides the economy, how did your [...]
Improve your Hiring Record by Learning to Spot Real Hunters and Farmers
I recently had a great conversation with one of our clients about sales DNA, how to tell the difference between natural hunters or natural farmers and why it matters. If you have ever managed a rep in a territory development position that avoided picking up the phone to chase new prospects, then you know why [...]
Helping HR Select Great Sales People – Linkedin Question
I answered this question on LinkedIn today and thought I would share it here. What are the effective ways to recruit sales people? Hiring sales people is a challenge because many selling skills can not be easily identified by traditional HR hiring processes. I am interested in knowing what to look for in candidate for [...]
Keeping Your Reps Hungry May be Costing Your Business
It is conventional wisdom to think that the less base you pay a salesperson the hungrier they will be. While you certainly don’t want to hire reps who are satisfied with just their base, a low base-high commission plan has several downsides: 1. Turnover – If you pay a low base relative to other companies [...]
Do you have a Sales Group or A Sales Gang?
The sales function in most companies can be described in one of two ways. Either they are organized or they are not, and sadly, there often isn’t much in between these two extremes. Sales Gang In some companies there is a pool of salespeople where territories aren’t defined, there are no documented processes and no [...]
6 Ways to Hook That Top Sales Performer
The pool of top sales professionals who want to join a company that doesn’t look “high performance” is about as small as the market for buggy whips. Small. When it comes to hiring, the better your company looks, the more interest it will attract from job seekers, which means you have to go beyond the [...]
Changing the Culture of the Sales Organization
We met with several customers and prospects last week, all of which are mature companies in mature markets. A common theme we noticed was the desire to change the mindset of their associated sales organization. Changing the sales culture is no easy task and I admire organizations with big ambitions and serious commitment. Sometimes [...]
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