Recently a colleague asked me about a process for interrogating reality when recruiting sales people. I wanted to share my response to him… “Do you have a recommended process for interviewers?” Aside from reviewing resumes, final interviews, role plays, proof steps and reference checks to narrow the candidates down to best few, the initial process…

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This past week, I was reviewing some opportunities with a sales team that specializes in providing automation equipment solutions.  During the review, one of the reps shared that he had reached a high-level General Manager at a target company. According to the rep, the GM responded with interest, citing concern with his existing equipment’s ability…

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Every organization wants its sales team to be successful. After all, great salespeople make everyone look good. When your sales team is closing opportunities and exceeding quota, it is likely because you’ve filled the positions with motivated and passionate professionals that are the best at what they do. You will no longer need to spend…

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“The economy is hurting us” “Our solutions are too expensive” “We need better marketing, website, social media and brochures” “Our competition has better features and benefits than us” Sound familiar?   When salespeople are struggling, they have a litany of excuses for their troubles. While some of these reasons might be valid, there is usually something…

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“I am a face-to-face type of salesperson” “I don’t do well on the phone vs physically meeting with people” “I like to press the flesh and sell in-person” Sound familiar? These are common responses to management when salespeople are asked why they fail to leverage the phone for selling. As a response to virtual selling…

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The greatest challenge most sales managers face is the lack of time to deal with all the management, coaching, sales strategy and operational tasks their job demands of them. Compounding this challenge are growing sales teams and territories. Many sales managers are time constrained due to an inefficient process which includes jumping into high value…

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“My key contact is ghosting me now that I sent them a proposal.” “I thought I had a 90% chance of closure and just received an email out of nowhere that they are staying with the existing vendor. I’m so confused!” Do the above scenarios sound familiar? I hear these situations far too often in…

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One of the most common complaints we hear from sales leadership is the challenge with driving consistent usage of the company CRM.  No matter the size of the organization, sales managers from across the globe share the same frustration. “Our salespeople are treating the company CRM as a glorified rolodex.” “We have invested in expensive…

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 “The greatest sales call our new reps make is on us during the interview.  Everything goes down-hill once we hire them.” “At best our new salespeople are glorified pre-sales relationship managers. They deliver quotes and proposals without any qualifying or critical thinking.” Unfortunately, these are all too common complaints we hear from sales managers across…

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Do your sales reps ever tell you the following story? They meet with a mid-level manager who is extremely interested in engaging your company to fix an issue.  This person willingly shares information regarding their perception of the challenges the company is facing and how personally committed they are to implement a solution.  The meeting ends with…

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