Peak Sales Recruiting

Its a safe bet that if you don’t already have Gen Y’ers on your team, you soon will as they age and become a more dominant group in the sales profession (see Wikipedia for Gen Y definition). If you have been managing since the early nineties or before, you will be acutely aware of the [...]

…one bite at a time?! One of the toughest things to do in a market like this is to keep the team driving hard towards closing business. The bad press about the economy, layoffs, cutbacks, doom and gloom easily distracts reps. Complaints such as “no one is buying” or “my accounts suck” become more common. [...]

Article by Geoffrey James – Top 10 Lousy Sales Approaches – some of them sound pretty funny, but you tend to see most or all of them across a large team – Lousy Approach #4. The Razzle-Dazzle. Example: “This is the next generation, state of the art…”” Lousy Approach #2. The Assumption. Example: “Everyone in [...]

Successful companies are very rigorous about sales force structure, process, management, incentives, hiring and development. All important. In today’s market and economy, fierce competition and tightening pockets, dictate every penny spent on the sales force produces results. The most successful companies also know that you can’t simply hire sales reps, throw them into the trenches [...]