When You Watch Inexperienced People Die In A Storm
Being an excellent sales leader is not easy. It’s difficult. There’s a lot of pressure to get new people performing fast. And, how you begin with someone affects turnover –…
This Year Make Better Relationships Work For You
A few years ago, I was teaching sales reps the importance of listening to customers. We were discussing how focusing on someone else’s need and problems, before our own, builds…
When Intelligent People Help Increase Your Sales
Today, companies experience a complex economy with multiple product features and benefits to the customer. In this new age space, an essential part of sales success is the ability to…
10 Fundamentals For Coaching The Best Salespeople
Successful coaching begins with recruiting the best. Do the candidates you hire have what it takes? Are they self-motivated, honest and responsible? Do they like your products? Are they coachable?…
How To Achieve Your Goals AND Strengthen Relationships
Recently, a young sales leader travelled several hours to spend the afternoon with me in Knoxville. Despite icy roads and the cold of the north winds, he arrived around noon.…
How To Get Helpful Advice From A Bell-Shaped Curve
I know you’ve been thinking about how to best coach the new rep. You want to do this well because you can’t afford to get them off to a poor…
How To Prepare A Brand New Rep For Success
How do you prepare a brand new rep for success? If you’re like me, you’ve made tons of mistakes and lost thousands and thousands of dollars and many sleepless nights.…
Why Do People Want The Quick Easy Way In Recruiting
When young baseball players are 12 and under, they will eat dirt if you tell them it will help them hit the ball. When they reach 13, it’s as if…
Make Better Hires When You Have This Target
Hey Top Sales Leaders! Here are the five essential areas (with an acronym of CAMPS™) you can ‘target’ to help you improve your ability to recruit the best high-activity sales…
What Happens When You Recruit Truthful People First
A reputation can be a good thing…if you have one for being the life of the party. It’s not so good when it’s for stretching the truth. In fact, it…