Why Bad Salespeople Get Hired20170113141605

Why Bad Salespeople Get Hired

Bad salespeople get hired everyday. Unfortunately, they can devastate a sales team and a company's reputation. Here are a few reasons why bad salespeo...
4 Smart Ways to Coach Your Sales Reps on a Sales Call20161214010749

4 Smart Ways to Coach Your Sales Reps on a Sales Call

When you coach your sales reps in the field, how often should you step in and save a sale? You need the revenue, so why not? As a sales coach, your go...
Hire Better Sales Reps By Adding This20161102132324

Hire Better Sales Reps By Adding This

Every sales leader wants to hire better sales reps. Sadly, looking back on a new sales rep’s first six months you realize that the interview was...
7 Reasons Sales Managers Fail20161024200425

7 Reasons Sales Managers Fail

Why do sales managers fail? Let’s face it, the job of a sales manager is one of the toughest occupations in business. Part strategic and part ta...
5 Steps to Holding Your Salespeople Accountable20161019125530

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 Sa...
9 Smart Questions Successful Sales Managers Ask Before Recruiting Salespeople20161011161510

9 Smart Questions Successful Sales Managers Ask Before Recruiting Salespeople

Successful sales managers know how to hire right and build a sales team. I get calls every day about hiring salespeople. I always respond with, “Descr...
16 Questions You Need to Ask Your Customers Right Now20160913144633

16 Questions You Need to Ask Your Customers Right Now

Ask your customer questions about their business and where it’s going. Focus on collecting information relevant to what, why and how customers buy fro...
8 Intelligent Questions for Evaluating Your Sales Reps Performance20160831142429

8 Intelligent Questions for Evaluating Your Sales Reps Performance

Evaluating your sales reps is like evaluating an athlete. No experienced football coach would ever consider sending his team onto the field without be...
6 Smart Interview Questions to Ask Superstar Sales Candidates20160824070019

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 cand...
6 Truths That Separate Superstar Salespeople from the Mediocre Masses20160805203230

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 join the elite group of superstar sal...