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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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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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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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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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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Hire Better Sales Reps By Adding This

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 the salesperson you hired with great promise fail to meet

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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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5 Steps to Holding Your Salespeople Accountable

I received a call from a Sales Director recently who told me that his Sales Managers fail to hold their salespeople accountable. He said: “My Sales Managers are too soft on their salespeople 95% of the time and too hard on them 5% of the time.” He went on to explain that when attempting to hold their salespeople accountable, the

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9 Smart Questions Successful Hiring Managers Ask Before Recruiting Salespeople

People call me every day about hiring salespeople. I always respond with, “Describe the sales role please.” Many times they will struggle with defining the specific details of the sales role for which they are hiring. A salesperson may perform exceedingly well in one type of sales role and fail miserably in another. Defining your sales role first is critical to

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Your Crisis Stricken Employee Deserves More Than a Sympathy Card… Do This Instead

Your employee is in crisis – a close member of their family died, a child has become severely ill, or their spouse was injured in an accident and cannot work. You want to offer help, but may not know exactly what to do. Apart from giving them time off and sending them a card signed by their coworkers, here are

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