Peak Sales Recruiting

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 [...]

Want to cut the failure rate of your sales reps? Set yourself apart from the average team where 25-50% of reps fail and exit during the first year? Include these steps in your on-boarding process and, assuming you picked right in the first place, almost every rep you ever hire will stay with you to [...]

Here is a list of all the best sales movies we’ve seen. If you know of others, let us know and we will add them. Big Kahuna Movie in which Danny DeVito schools up and coming sales rep on the facts of life. Also stars Kevin Spacey. Glengarry Glen Ross Epic movie about regional sales [...]

Most companies have a good understanding of their ideal client, behaviors and buying patterns, but few differentiate between male and female buyers. There are mountains of studies that show that women and men think differently on a variety of different topics, so it stands to reason that they buy differently, so why don’t more companies [...]

Have you ever wondered if anyone picks up their phone anymore? Do you wonder if the Internet has made cold calling obsolete? Well it is not dead at all. Prospecting has however, certainly evolved in the last few years. If you want to turn your sales organization into a selling machine and create predictable revenue, [...]

Most of our readers will be familiar with Stephen Covey’s great book, The 7 Habits of Highly Effective People. Basic stuff we know, but what percentage of your sales force has read this book and how many are practicing the habits? Junior reps, in particular, are good at being busy, however they are not always [...]

A few days ago I bought a new cellphone at a retail outlet and thought I would share the experience since it highlights how not to design a comp plan (no need to mention the company). The store rep was great, engaging me, asking questions, showing various different products and sharing facts and opinions on [...]

This is a video interview with John Nese, the proprietor of Galcos Soda Pop Stop in LA, talking about his product. The video is long (12 mins), but you only need to watch for about 20 seconds before you are hooked. Think of your sales staff and the impact on sales if they all projected [...]

I had the good fortune to be invited to speak to graduating Sales and Marketing Management Classes at Algonquin College this week. Really enjoyed the opportunity to share my experiences and help the students get a head start with some basic tips tricks on Sales Management. Also some great questions from the class on rewards, [...]

Interesting take by our friend Dave Stein (who btw writes Commentary on Sales Leadership, a great blog to read if you have a chance ) in Sales and Marketing Management called Hazardous to Your Wealth. The article discusses the problems caused by inexperienced sales reps relying on sales tips. His first point is that reps [...]