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
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
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
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
Want to improve your sales reps’ selling skills? Here are five things you can do to role-play effectively and get the results you want. For many salespeople, role-playing is not a priority. However, actors, athletes and musicians all practice their craft – a lot. The best one’s practice (role-play) constantly to improve their performance. Why shouldn’t salespeople? As a sales
Interviewing a sales candidate can be intriguing. As a Sales Manager, you can’t help but be excited about the prospect of a high volume salesperson in your organization. They could be the one to take your whole team to the next level. A sales candidate’s sales numbers from their previous employers can be deceiving, though. To really understand what you’re getting,
Many Sales Managers don’t spend enough time in the field observing sales reps in action. Instead, they expect salespeople to meet sales goals with minimal observation, feedback, or coaching. In order to effectively coach your sales team, you must get out in the field. This allows you to observe the performance of your sales reps in a real world scenario. It’s
The Selling Sales Manager is one who has the dual responsibility of achieving a personal sales quota while managing other salespeople. This differs from a typical Sales Manager who typically goes out on a sales call with his or her salespeople in order to help close a sale or coach to improve performance. Just like the salespeople they manage, they
One of the toughest, yet rewarding jobs a Sales Manager can do.
Find out the role of the easiest job a Sales Manager can have.