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…
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…
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,…