Barrett Riddleberger

27
Mar

Watch Out for This Tricky Sales Candidate

In this series of articles, I identify types of salespeople who fail to meet expectations. But they all have one thing on common: they interview well. You struggle to hire good salespeople but experience frustration when they fail to meet their sales goals. Here is one example of why this happens… The Sheep in Wolf’s Clothing This salesperson exhibits a very

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21
Mar

The 10 Books I Recommend the Most

I am a sales trainer. I’ve invested the last two decades of my life helping salespeople and sales leaders become more successful working with companies from $2 million to $2 billion in sales. One of the privileges, from which I derive great joy, is recommending good books. Below are the 10 books that I recommend the most to people. I’ve

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14
Mar

10 Things You Can Do to Become a Better Salesperson Right Now

We all want to improve as sales professionals and skill development is a lifelong process. Here are ten things you can do right now to become a better salesperson and improve your sales performance. 1. Remove demotivating factors from your life Whether it’s toxic people, the 24-hour news cycle, demoralizing Facebook/Twitter posts, or TV addictions, you need to limit anyone

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8
Mar

5 Behaviors of Stellar Salespeople You Should Replicate Now

We desire to be stellar salespeople. But what are the common characteristics of superstars? Some traits deal with internal factors such as personality style and thinking patterns. Other traits deal with things that can be replicated such as behaviors and activities. Here are five common habits that top performing salespeople do on a consistent basis. 1. They do things this year

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1
Feb

4 Simple Steps for Upselling Your Customers

What is your strategy for leveraging more sales with your existing customers? Apart from simply asking for more business, the goal is to develop or reinforce your relationship with key contacts in the account. From that you gain the intelligence you need to maximize sales with your customers. Here is a four-step strategy to intelligently upselling to your customers: 1. Select

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13
Jan

Why Bad Salespeople Get Hired

A friend told me over lunch about a sales rep he hired the previous year. He sold seven times the industry average of $1million at his previous company. At $7million in sales, he was a superstar. My friend (the CEO) and one of his Sales Managers snatched this sales rep up with great expectation. After several months of ramp up they

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14
Dec

4 Smart Ways to Coach Your Sales Reps on a Sales Call

How often should you step in and save a sale when you’re out in the field with one of your sales reps? You need the revenue, so why not? As a sales coach, your goal is to develop your sales reps to drive and close sales on their own – not to save them every time they need you to

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16
Nov

The One Question You Must Ask Every Candidate

Why do you want to leave your job? That question may be a very common one to ask for most hiring managers, but it’s loaded with the opportunity to gather some great information that many times gets overlooked in an interview. Why people leave a job is varied, but it can have a dramatic impact on whether or not they

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2
Nov

2 Critical Things You Should Add to Your Hiring Process Right Now

It’s a little unnerving to look back on a salesperson’s first six months and realize that the interview was that employee’s career highlight.  Too often sales leaders make hiring decisions based on how well a candidate performs during an interview, not how well he will perform in the field.  Why is it that the salesperson you interviewed doesn’t turn out

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24
Oct

7 Reasons Sales Managers Fail

The job of a sales manager is one of the toughest occupations in the world. Part strategic and part tactical, they must deliver tangible sales results using the intangible qualities of their sales team members. That is not an easy task. Successful sales managers do well for many different reasons; likewise, unsuccessful sales managers fail for many different reasons. If you

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