Blog

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

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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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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19
Oct

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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11
Oct

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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3
Oct

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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13
Sep

16 Questions You Need to Ask Your Customers Right Now

Ask your customers about their business and where it’s going. Focus on collecting information relevant to what, why and how customers buy from you. In addition, you also need to share this with the marketing department. (If you don’t have one, then you are the marketing department.) I’ve divided up 16 questions into two categories – questions to learn more

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31
Aug

8 Intelligent Questions for Evaluating Your Sales Reps Performance

No experienced football coach would ever consider sending his team onto the field without being right there on the sidelines – observing their every move. The same applies to your sales team. Too many sales managers expect top producers to meet their sales goals without their observation, feedback and coaching. Instead, I encounter many sales managers expecting great results without

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24
Aug

6 Smart Interview Questions to Ask Superstar Sales Candidates

In some (rare) cases, you need to roll out the red carpet for a sales candidate. Yes, they are that good. And with the ever decreasing quality of candidates searching for jobs, you need to sell your job to a superstar candidate. One way is to ask great questions to find out exactly what they want and need in order

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5
Aug

6 Truths That Separate Superstar Salespeople from the Mediocre Masses

From my two decades of training and coaching salespeople, here are six fundamental truths about what it takes to become a great salesperson. Many people are in sales, yet few excel at it. My advice to young people considering a career in sales is: “Go for it!” Professional selling can be the best paying job in the world or the worst. Only you

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