The Reason That Great Is Worth the Focus for Salespeople
Why be great at service when selling? Can’t we just be adequate or attentive? Why give the seemingly extra effort or focus that greatness would require? Can’t mediocre be good…
7 Common Practices That Reduce the Chance of Hiring a Top Salesperson
Many entrepreneurs and recruiters, even for large companies, do not have the training and the scientific knowledge to increase their chances for hiring salespeople who can sell at high levels.…
Brighter Horizons: How Optimism Fuels Higher Sales Excellence
Have you ever watched sales performance levels drop for a person involved in a divorce? Or, have you watched some top performers doubt themselves even though they led their teams…
How Belief in Others Can Make or Break a Salesperson’s Success
Do you know what it’s like to have your confidence in people shaken by how they blindsided you with bad behavior—in a way that makes you feel skeptical in the…
The Power of Being Real: Balancing Self-Promotion with Honesty in Sales
Self-Promotion is described by the CTS Sales Profile as a trait that measures a salesperson’s tendency to exaggerate strengths and downplay weaknesses in order to leave a most favorable impression.…
The Higher Power of Compassion In Making Reps Successful
Do you want your salespeople to nurture and serve at the extreme nurse potential for existing customers? Are you looking for a salesperson who is a hunter, a farmer, or…
How to Avoid Being Too Analytical When Selling
Have you ever heard of paralysis by analysis? Do you fear making an error, overthink a problem, or continually research solutions instead of presenting one and asking someone to buy?…
The 3 Top Pros and Cons of Independence In Sales Success
Let’s look at the trait of independent spirit in a salesperson. Think of those people in your life who always seem to want to control what groups of people do,…
Why Assertiveness Matters in Recruiting the Best Salespeople
Have you ever been around someone who seemed unsure of themselves when meeting or interacting with people? They just had a difficult time stating what they believed was true in…
The Impact of Recognition Drive on Sales Performance and Recruiting
Every day we help sales managers in large companies, small businesses, and agency owners understand the predictability that the following traits have in selecting an outstanding sales rep. Last week,…