xPotential Selling Blog

7 Ways to Fix Underperforming Sales Reps Right Now20180702143713

7 Ways to Fix Underperforming Sales Reps Right Now

July 2, 2018
Identifying the root cause of underperforming sales reps is always the first step. Avoid applying an impulsive decision like throwing more training at them or quickly terminating. Take the time to uncover why they’re not...
5 Qualifying Questions to Ask Your Sales Reps20180611060016

5 Qualifying Questions to Ask Your Sales Reps

June 11, 2018
When coaching your salespeople through the sales process, there are certain questions that you need to consistently ask them. They really need to have a guideline for their qualifying process. Reinforcing the importance ...
10 Awesome Follow-up Questions to Get Your Buyer Talking20180531195028

10 Awesome Follow-up Questions to Get Your Buyer Talking

May 31, 2018
Follow-up questions get you the whole story. Of course, asking good questions is the heartbeat of a good sales call. However, many salespeople can become so enamored with asking their primary questions they fail to get t...
13 Serious Questions to Ask Before Hiring Your Next Sales Candidate20180524184535

13 Serious Questions to Ask Before Hiring Your Next Sales Candidate

May 24, 2018
Does your sales candidate align with what your job requires? I recommend that you conduct a competitive comparison of their previous sales job and the one they’re applying for at your company. Here are some questions to ...
Yet Another 10 Revealing Interview Questions to Ask Sales Candidates20180403153436

Yet Another 10 Revealing Interview Questions to Ask Sales Candidates

April 3, 2018
Before hiring a sales rep, conduct an apples-to-apples job comparison. Line up the structure and activities of your sales job and your candidates current or previous sales job. Note any differences between the two jobs. ...
Why is Your Sales Rep Failing?20180313005829

Why is Your Sales Rep Failing?

March 13, 2018
Why is your sales rep failing? Our research shows that there are many reasons why a sales rep fails to achieve their quota. For the purpose of this article, I will keep my comments focused on three specific categories: 1...
7 MORE Qualities of a Great Sales Coach20180222185604

7 MORE Qualities of a Great Sales Coach

February 22, 2018
This is a follow-up article to 7 Qualities of a Great Sales Coach. Here are seven more qualities to help you become a great sales coach: 1. They know the value of incrementalism. Sales skills develop over time if they’re...
7 Qualities of a Great Sales Coach20180206192452

7 Qualities of a Great Sales Coach

February 6, 2018
Coaching your reps is the primary function of your job. It’s the best pathway to achieving the sales quota. In this article, I list seven qualities I’ve experienced and observed of great sales coaches. 1. They do NOT spe...
Company Hires “Superstar” Sales Rep. It Doesn’t End Well. [Sales Story]20171127165724

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

November 27, 2017
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 impor...
Another 10 Revealing Interview Questions to Ask Sales Candidates20171002171857

Another 10 Revealing Interview Questions to Ask Sales Candidates

October 2, 2017
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 ...
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