8 Reasons Why Qualifying Makes You an Awesome Sales Rep20170620185418

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 ...
Avoid the Wandering Sales Candidate20170522221554

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 ...
Beware of Hiring the Golden Child20170515185322

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 inte...
Never Put This Person in a Hunter Sales Role20170421022836

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 intervi...
Watch Out for This Tricky Sales Candidate20170327162604

Watch Out for This Tricky Sales Candidate

In this series of articles, I identify types of salespeople who fail to meet expectations. But they all have one thing in common: they interview well....
10 Things You Can Do to Become a Better Salesperson Right Now20170314174712

10 Things You Can Do to Become a Better Salesperson Right Now

We all want to improve as sales professionals and skill development is a lifelong process. Here are ten things you can do right now to become a better...
5 Behaviors of Stellar Salespeople You Should Replicate Now20170308154304

5 Behaviors of Stellar Salespeople You Should Replicate Now

We desire to be stellar salespeople. But what are the common characteristics of superstars? Some traits deal with internal factors such as personality...
4 Simple Steps for Upselling Your Customers20170201180421

4 Simple Steps for Upselling Your Customers

What is your strategy for leveraging more sales with your existing customers? Apart from simply asking for more business, the goal is to develop or re...
Why Bad Salespeople Get Hired20170113141605

Why Bad Salespeople Get Hired

A friend told me over lunch about a sales rep he hired the previous year. He sold seven times the industry average of $1million at his previous compan...
Hire Better Sales Reps By Adding This20161102132324

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 oft...