by.(JavaScript must be enabled to view this email address) | on May 14, 2012 | aboutRecruiting | 0 Comments
2 1/2 minute video blog - What does dating and interviewing salepeople have in common?
Video Script - Hello, I am Steve Suggs, salesperson recruiting training expert and author of the book Can They Sell. Welcome to my recruiting video blog. 2 and 1/2 minutes of training on recruiting the best salespeople.
by.(JavaScript must be enabled to view this email address) | on March 26, 2012 | aboutRecruiting | 5 Comments
When Jeffery Gittomer, endorsed my book, Can They Sell, he said, “To hire or not to hire? That is the question.” Jeffery is a master at getting salespeople to understand this foundational principal of success: “Salespeople’s mastery of sales skills will determine the quality of their lifestyle.” A similar principal of success is true for...
by.(JavaScript must be enabled to view this email address) | on March 14, 2012 | aboutCoaching | 0 Comments
“Life is Difficult.” This is the first sentence of The Road Less Travelled written by Dr. Scott Peck in 1978. He writes that when people realize this truth this understanding leads to greater emotional health and production. It does because this knowledge helps people reach for the tools to deal with a difficult life - tools like...
by.(JavaScript must be enabled to view this email address) | on March 06, 2012 | aboutCoaching | 0 Comments
Over the years, thousands of salespeople and sales leaders have responded to this question. Last week, while with 70 young salespeople and leaders, I asked it one more time. After looking at the responses, I thought it might help to send them out.
The following factors cause them to seek improvement. As you read through them, ask...
by.(JavaScript must be enabled to view this email address) | on February 07, 2012 | aboutRecruiting | 0 Comments
In my sales career, I have discovered that sixty cents of every commission dollar earned comes from these activities: finding enough quality prospects and setting enough first appointments in which I gain enough trust so that the prospect agrees to answer my fact-finding questions. Ten cents of every commission dollar comes from making the...
by.(JavaScript must be enabled to view this email address) | on January 31, 2012 | aboutRecruiting | 0 Comments
Has anyone ever accused you of always wanting to take charge?
When recruiting salespeople, it is important to realize that salespeople with the personality trait of high Need for Control will work to control all the circumstances around them to make sure they are spending enough time in front of enough prospects to hit their sales...
by.(JavaScript must be enabled to view this email address) | on January 24, 2012 | aboutRecruiting | 0 Comments
When recruiting salespeople, Goal Orientation is one of the most important hard-wired personality traits that will help a sales leader understand the way a salesperson will approach sales tasks. The scales on this trait range from laid-back, even paced on the low side to restless, with a sense of urgency on the high side.
by.(JavaScript must be enabled to view this email address) | on January 12, 2012 | aboutRecruiting | 0 Comments
"We all agree that you are a people person, but we're looking for a closer not a professional visitor."
Every important moment in the life of a salesperson involves asking a prospect to take a step. Each step moves the prospect closer to being a customer. Socially Confident and trained salespeople know how to act and speak in a...
by.(JavaScript must be enabled to view this email address) | on January 04, 2012 | aboutRecruiting | 0 Comments
While recruiting salespeople, it is important to measure the personality trait, Social Drive.
In a recent sales meeting with high-activity/outside salespeople and their sales engineers, I was conducting training on finding new customers. The proposed method of finding prospects was networking in the community. One of the sales engineers...
by.(JavaScript must be enabled to view this email address) | on December 19, 2011 | aboutRecruiting | 0 Comments
In this series of blog posts on recruiting salespeople, we have been exploring the five dimensions of the “Best Salesperson Profile”. The first three were – Attitudes, Motivations, and Character Traits. Over the next several weeks, we will explore the forth dimension – Personality Traits.
Personality is genetic. It takes less energy to do a...
by.(JavaScript must be enabled to view this email address) | on December 09, 2011 | aboutRecruiting | 0 Comments
The fourth character trait we measure while recruiting salespeople is personal responsibility. In addition to the definition of the trait, I have included some interview questions.
We accept Personal Responsibility for the outcomes of our choices when we believe that the struggles as well as the accomplishments in our lives are impacted by...
by.(JavaScript must be enabled to view this email address) | on September 28, 2011 | aboutCoaching | 0 Comments
... in a very special way - without judgement and with care and concern for their well-being.
We have many cultural changes affecting today’s sales forces. Religion and a commitment to a set of standards and moral values has decreased (see Barna statistics). This contributes to a loss in customer service values, honesty, hard work ethic,...
by.(JavaScript must be enabled to view this email address) | on August 17, 2011 | aboutCoaching | 0 Comments
Ok, before you lynch me for getting out of your comfort zone, give me a chance to explain. Children begin life with only a fear of heights. The world around them teaches them them to draw between the lines, not to touch things that are hot (many things are hot), to walk in a line with all the other kids, to be quiet, to keep their hands to...
by.(JavaScript must be enabled to view this email address) | on July 31, 2011 | aboutCoaching | 0 Comments
NUMBER ONE - RECRUIT CHARACTER FIRST ...
Look through these killers to change and performance improvements. Most of them have to do with attitudes and beliefs and what salespeople value - thing like extra effort, feeling and looking good, old routines, failure, self-discipline, hard work, pride in old skills, current achievement levels. ...
by.(JavaScript must be enabled to view this email address) | on July 25, 2011 | aboutCoaching | 0 Comments
The cheese is always moving. Just watch the newspapers! Even what happens in Greece can bring new challenges to America. Families change. Competitors change. Our bodies change. And, after a tornado leaves, even the landscape changes. We can walk outside our doors and not recognize the community we live in - just ask the folks in...
by.(JavaScript must be enabled to view this email address) | on August 18, 2010 | aboutCoaching | 1 Comments
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles
PART IV - CONTROL FREDDY
Control Freddy (our third sales leader extreme)
You and I - we are complex. Things motivate you that I don’t even care about. The salespeople we lead are the same - weird, different, unique, one-of-a-kind human beings. To lead them in a way...
by.(JavaScript must be enabled to view this email address) | on July 29, 2010 | aboutCoaching | 0 Comments
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles
PART III - PASSIVE PROCESS PETE
Passive Process Pete (our second sales leader extreme)
Here’s our second sales management style. Again, how do you relate to these tendencies? How are you different? What positive and negative habits appear for Passive Process Pete? ...
by.(JavaScript must be enabled to view this email address) | on July 10, 2010 | aboutCoaching | 1 Comments
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles
PART I - INTRODUCTION
Ok - What makes up a great sales leader? What didJim Collins, author of Good to Great, discover about “Level 5 Leaders” - ones that lead companies to sustained growth, health, and profitability? Surprisingly, the traits mentioned were more about...
by.(JavaScript must be enabled to view this email address) | on May 24, 2010 | aboutCoaching | 0 Comments
Over the last few days of vacation, I’ve seen a Delta stewardess speak with arrogance (an exaggerated display of one’s own importance) and a Grand Canyon bus driver shout instructions with anger. Their tones bordered on abuse. Their voices were harsh. Why? What was it that caused them to act irresponsibly toward those they had been asked...
Prior to learning about sales planning, I might have encouraged young reps to work hard and keep a great attitude without seeing good progress.
There was a young lady on my team who didn't have much sales experience but did have a great attitude and "motor." In her first full month, I spent time going over a step-by-step process of how to look up old abandoned clients of reps who were not presently employed with our company. I showed her how to be busy even when the phones aren't ringing or traffic is slow. As she became more systematic with her day, her sales rose 50% over a two month period.
by .(JavaScript must be enabled to view this email address) | on May 14, 2012 | about Recruiting | 0 Comments
