Tag: sales

27
Nov

Company Hires “Superstar” Sales Rep. It Doesn’t End Well. [Sales Story]

Hiring good salespeople is a challenge. There are so many factors that can contribute to a sales reps’ success or failure. In fact, just one or two small things can derail their job performance. That’s why it is so important to acquire as much relevant information during the hiring process to make a well-informed employment decision. When hiring sales reps,

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2
Oct

Another 10 Revealing Interview Questions to Ask Sales Candidates

This is a follow-up to my previous article: 10 Revealing Interview Questions to Ask Sales Candidates. This article focuses on making a job comparison between your current sales job opening and the job previously held by your sales candidate. The goal is to find out how similar (or not) the job tasks required for your job compare with the job

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19
Sep

7 Questions That Reveal Why Your Sales Team is Underperforming

Why is your sales team not meeting your expectations? I ask this question to my clients on a first call to get their perceptions about why their sale team is not meeting expectations. Sometimes I get clear responses. Mostly I receive vague ones. I assembled these questions to help my clients think through some of the issues and find the

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27
Aug

7 Sales Mistakes To Avoid from a Painfully Awkward Video

The late, great comedian, Jerry Lewis, sat for an interview in his 90’s with a staff member from The Hollywood Reporter. The interview is known as 7 Painfully Awkward Minutes with Jerry Lewis. Many people commenting on the interview blamed Jerry Lewis for the awkwardness. I didn’t see it that way. I believe the reason for Mr. Lewis’ short, clipped

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21
Aug

Use This Simple Technique to Increase Sales

When a buyer shares an issue that your product or solution can solve, it’s very tempting to swoop in super-hero style and with a big smile share how your product can most assuredly solve their problem. With great excitement, you confidently explain how your product or service is perfect for them. Laying out your case for your price, product and

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18
Jul

9 Reasons Why Top Salespeople Leave

Finding good salespeople is hard enough. Losing a good one can really sting. According to Harvard Business Review: Estimates of annual turnover among U.S. salespeople run as high as 27%—twice the rate in the overall labor force. Of course, that statistic includes both good and bad salespeople. Your top performers are the anchors by which you continue building a sales

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20
Jun

8 Reasons Why Qualifying Makes You an Awesome Sales Rep

1. You don’t get derailed by unknown decision-makers. Part of qualifying is finding out each of participants involved in the purchase decision. Fully qualifying means, you know who the influencers, gatekeepers, internal coaches, users and decision-makers are. Smart salespeople take the time to ask about the buying process, as well as all the participants in the buying decision. That way,

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22
May

Avoid the Wandering Sales Candidate

Hiring salespeople is difficult. In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing on common: they interview well. You struggle when hiring good salespeople but experience frustration when they fail to meet their sales goals. Here is another example of a type of sales candidate you’ll

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15
May

Beware of Hiring the Golden Child

In this series, I identify a group of sales candidates who you might hire, but fail to meet expectations. They all have one thing on common: they interview well. You struggle to hire good salespeople but experience frustration when they fail to achieve their sales goals. Here is another example of a type of sales candidate you’ll want to avoid…

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21
Apr

Never Put This Person in a Hunter Sales Role

In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing in common: they interview well. You struggle to hire good salespeople but experience frustration when they fail to meet their sales goals. Here is another example of a type of sales candidate you’ll want to avoid for

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