How to Build an Army of People Recruiting the Best for You
What if you did not have to find every candidate yourself? Imagine having dozens of respected people throughout your community who understood the type of employee you needed and actively…
Why Job Boards Won’t Help You Find Great Salespeople
If you’re relying on job boards for hiring salespeople, you’re missing many of the best candidates. Should you use job boards? Absolutely. But don’t expect them to be your primary…
Why You’re Always Short on Finding Good People to Work for You
If it feels like you’re always short on good people, you’re not imagining it. Just when your team begins performing well, someone leaves, underperforms, or you suddenly need to hire…
Before You Coach a Salesperson, Diagnose the Problem
One of the biggest mistakes sales leaders make is assuming they already know why someone is underperforming. A producer isn’t selling enough life insurance, so the manager assumes they need…
The First 5 Ways to Coach Sales Success Through Better Habits
Many sales leaders focus on results, quotas, and activity levels to coach sales success. But the best sales cultures are built on something deeper: helping people develop the habits and…
The Best Research Proves That We Recruit Character First
When companies hire salespeople, they often focus on personality, confidence, or communication skills. But research continues to point to something deeper as the true foundation of long-term sales success: character.…
How to Help Salespeople Set Goals They Actually Want to Reach
Most sales leaders try to motivate their teams by setting goals for them. But the truth is simple: People don’t commit to goals they’re given.They commit to goals they own.…
How to Find the Best People Who Succeed at Selling for You
One of the biggest frustrations sales leaders face when trying to find the best sales candidates is simple: “I can’t find enough good people.” Finding salespeople who can truly sell—who…
Why Deadline Motivation Exists in the Best Reps
When hiring and coaching top salespeople, one personality trait consistently stands out—Deadline Motivation. This trait reflects a person’s natural drive to move conversations forward and achieve results quickly. Understanding Deadline…
What Is the First and Best Step To Coach Reps To Sell More?
Many sales leaders focus heavily on tactics—scripts, quotas, and closing techniques. But the first and most important step in coaching salespeople isn’t tactics. It’s knowing your people. Legendary basketball coach…