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,…
The Importance of Deadline Motivation When Recruiting Salespeople
Think of wireless device sales, prospecting residential realtors, insurance agents, and many other sales roles where salespeople must make sales to new customers each and every month. In these industries,…
The Surprise Assault on the Ambition of the American Salesperson
A withering assault, carved from an earlier age like a river flowing against an earthen bank, has cut away at the ambition of the American salesperson and of the American…
All It Takes Is a New Attitude to Achieve Winning Sales Results
As our children grew up and into their own jobs and families, we’ve lived on a farm several miles from Knoxville, Tennessee. It’s a wonderful place each evening with its…