Not sure how to create a team of successful salespeople? Start by hiring the right candidate. Making a bad hire will set your team off on the wrong foot. So, how do you know you’re making the right decision? Look for these six traits or the potential to cultivate these characteristics in candidates. A good… Read more »
Sales is a competitive business and a tough one at that. If a candidate doesn’t have the right qualities in place, your team and company are going to lose big. So, what makes an individual a good fit for the job? These five traits of sales effectiveness separate the extraordinary salespeople from the rest. Self… Read more »
You know what a good customer-service person looks like: friendly but not overly talkative, attentive, follows the system, knows when to bend and when to hold firm, and manages workflow in an organized, quality-minded way. You also know what a good salesperson looks like: competitive, results focused, persistent, and resilient. Those are two different people…. Read more »
Warning: we’re going to begin with a Star Trek analogy, but then we’ll do a sports one. That should cover everybody, right? Even people who don’t care one bit about Star Trek (what!) know that Captain Kirk is a high-risk, high-reward type of leader and that Spock is his calm, logical sidekick. Spock may be… Read more »
You’ve seen them … job postings for sales positions that range between wishful and delusional thinking on the part of whoever posted it. The list of demands often reads something like..
We have witnessed the “death” of the archetypal salesperson; first, he simply evolved to fit the changing times. Willy Loman became Alec Baldwin’s Blake (A: Always, B: Be, C: Closing) of Glengarry Glen Ross…
If Wayne Gretzky’s ill-fated attempt at coaching taught us anything, it’s that a positive correlation between strong individual performance and leadership success might not exist. Same thing with Michael Jordan as an NBA owner…