If you are in charge of hiring salespeople, you may be feeling desperate. Things have changed in the past couple of years. Previous top-to-bottom hiring strategies may have worked for…
A few years ago, I was teaching sales reps the importance of listening to customers. We were discussing how focusing on someone else’s need and problems, before our own, builds…
Today, companies experience a complex economy with multiple product features and benefits to the customer. In this new age space, an essential part of sales success is the ability to…
At a recent trade show I found myself eating breakfast at a table with two C-level executives. One was from the western US and was the CEO of a company…
Successful coaching begins with recruiting the best. Do the candidates you hire have what it takes? Are they self-motivated, honest and responsible? Do they like your products? Are they coachable?…
I recently sat in on a webinar hosted by glassdoor.com and listened to their chief economist list his predictions for hiring in 2019. This article is a list of some…
Recently, a young sales leader travelled several hours to spend the afternoon with me in Knoxville. Despite icy roads and the cold of the north winds, he arrived around noon.…
I know you’ve been thinking about how to best coach the new rep. You want to do this well because you can’t afford to get them off to a poor…
How do you prepare a brand new rep for success? If you’re like me, you’ve made tons of mistakes and lost thousands and thousands of dollars and many sleepless nights.…
When young baseball players are 12 and under, they will eat dirt if you tell them it will help them hit the ball. When they reach 13, it’s as if…
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