Peak Sales Recruiting

Good post by Bruce Chesebrough in Forbes Magazine on three ways to identify top sales talent. As we have written about before (Top Ten Sales Hiring Mistakes) he attributes the majority of sales hiring failures to lack of structure in the interview process, decisions based on gut and poor on-boarding, while suggesting pre-interview testing, a [...]

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 [...]

Ran across a good article on building strong sales teams, by Colleen Francis at Engage Selling. Thought I would post here. She argues (and I strongly agree) that there is a direct correlation between customer relationships and success. To build stronger relationships with customers, sales leaders should insist on developing the following traits in their [...]

Scott Annan over at Mercury Grove sent us this hilarious video on customer negotiating strategy and purchasing behavior. Enjoy!

Selling Power Interview with Dave Stein discussing approaches to sales training. His company, ES Research, helps sales management and corporate training organizations evaluate, select and implement sales training and productivity improvement programs. Some interesting notes from the interview: US companies spend $4B per year on sales training only 20% of companies measure the effectiveness of [...]

Still a hot topic is how to manage Gen Y members of your sales team (those born after 1981). It is a common frustration I hear when speaking to sales leaders and business owners and we have blogged about it in the past. Managing over the generations I came across a an article by Sales [...]