How to Help People Who Want to Be the Best in Sales
When England entered the World Cup final this year, their team was led by a 53 year old who years ago was considered a fanatic because she wanted to play…
15 Things to Train When Coaching the Best Young Sales Reps
Jeffrey Tucker, in the Epoch Times, commented on a fascinating article he saw in the Wall Street journal concerning the skill levels of new hires, even in fields such as…
5 Reasons to Use Assessments When Selecting Great Sales Reps
Much is unknown in small business, and in many large businesses, concerning the powerful impact of assessments in selecting exceptional sales representatives. In our experience with thousands of companies, we’ve…
If You Have Recruiting Standards, People Value Your Company
Why don’t we make it easy to: Get into medical school? Obtain a pilot’s license? Visit our nuclear sites? As a company, shouldn’t there be some barriers to admission when…
How a New Success Definition Leads Us to What Young Sales Reps Want Today
What’s the first thing you think about when you hear the word success? What’s its definition? Well, that depends, and it might just depend on how old you are. Bruce…
The 2 Ways Assertiveness Affects How Well Salespeople Respond to Their Leader
I received an email from a CEO who wanted some insight into coaching her sales manager who had rewarded a sales rep for “trying hard,” and not for sales results.…
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…