How Deadline Motivation + Recognition Drive Powers Up Prospecting
Hiring great salespeople starts with understanding who they are—before they ever set foot in your office. Two key traits from the CTS Sales Profile can help you predict how a…
How Are We Impacting the High Ambition of Great Sales Reps
Over the past 30 years, something’s been quietly eroding the ambition of salespeople—and perhaps the American spirit itself. We’ve traded discomfort for convenience, challenge for praise, and effort for entitlement.…
How to Ask Layered Questions to Find The Truth You Want
“How are you?”“Fine.”We all know that’s rarely the whole truth. Most of us are skilled at managing impressions—especially during interviews. That’s why, as a sales leader or recruiter, you can’t…
When a Top Rep Does Not Fit the Culture, What Do You Do?
Every sales leader faces this dilemma at some point: what do you do when your highest-performing rep is damaging the team culture? I recently spoke with a leader facing this…
The 5 Non-Negotiable Traits for Every Sales Hire
One of the biggest hiring mistakes sales leaders make is failing to define their non-negotiables—the traits that must be present in every sales hire, no exceptions. These traits define your…
How Recruiting Optimistic Sales Reps Leads To Higher Sales
Have you ever seen a kid stand at the plate and strike out without swinging—again and again? Or watched a sales rep’s performance dip during personal hardship or after a…
How to Build the Best Sales Culture With the Highest Sales
Every sales team has a culture. The question is whether it’s shaped with intention or left to chance. As a sales leader, the most important influence on that culture is…
The 5 Steps to Be the Best Who Has Ever Influenced People
When I was starting out in business, the idea of following a “process” felt alien to me. I thrived on spontaneity, tackling challenges as they came without a clear structure.…
Exciting News: Introducing the New “Hiring Checklist” Feature for Smarter Sales Rep Selection
In today’s fast-paced business world, finding the right sales representatives can make or break your success. That’s why we’re thrilled to unveil an exciting and innovative new feature that takes…
How Sales Leaders Boost Optimism and Help People Sell More
Recent headlines paint a grim picture: Business Wire: “Economic optimism continues to drop.” New York Post: “American optimism on direction of the US plummets nearly 20 points.” Pew Research: “Americans…