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.…
The Real Number One Reason Deals Stall and Kill Sales
Most stalled deals are not about price.They’re about fear. Price is often the excuse customers use when they don’t feel ready to move forward. Research in sales psychology consistently shows…
Two Traits That Help Close Sales at the Right Pace
Hiring the right salesperson for the right role starts with understanding how they operate—especially under pressure. Two key traits from the CTS Sales Profile can give you powerful insight: Deadline…
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.…
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…
How to Recruit New Reps Who Motivate Themselves to Sell
Motivation is a daily necessity. From the moment we wake up to an alarm to ensure we’re on time, to the choice of a cold shower or a morning workout,…
Unveiling the Pitfalls of Impression Management in Sales Hiring
In the intricate dance of human interaction, the art of impression management plays a significant role, whether in personal relationships or professional endeavors. Much like a wolf in sheep’s clothing,…
Igniting the Flame: 5 Ways to Boost Your Sales Team’s Will to Win
Let’s look at the concept of the “will to win” and how sales leaders can significantly impact the motivation and drive of their reps towards achieving their goals. Understanding the…
10 Things That Reduce Predictability in Hiring Top Sales Representatives
Introduction: Predictability is a key element in achieving success, and nowhere is it more crucial than in hiring an employee for your team. In this article, we’ll cover the common…
How the CTS Helps Onboard the Best Salespeople For Your Team
Let’s look at one critical phase during sales recruiting – the onboarding process. This phase is the crucible where new salespeople are shaped, coached, and set on the path to…