How to Avoid Hiring Your Next Fire (Hint: Google Does It This Way)…

Recently I’ve spent quite a bit of time talking to heads of sales and sales development about the needs of their organizations. Eventually the topic turns to their hiring practices. In most cases they describe a very rigorous process with having multiple people in their organization conduct interviews, checking references, and verifying W-2s. Many say they only hire experienced salespeople with more than 10 years in the industry.

Continue reading “How to Avoid Hiring Your Next Fire (Hint: Google Does It This Way)…”

Sales Profile- Aggressive vs Assertive Sales Reps, Who’s on Your Team?

Almost without exception, I speak with sales executives who understand that improving the performance of their sales force is a sure way of increasing revenue. One thing we hear often is that sales execs wish their reps would be “more aggressive”. Whether it’s driving new leads, upselling, closing, – whatever stage of the sales process management would like to see improved – they often believe aggressive sales reps will get them to their goal.

Continue reading “Sales Profile- Aggressive vs Assertive Sales Reps, Who’s on Your Team?”

Breaking Groundhog Day- Making Inside Sales Less Monotonous


1334097756_8b6c38f9d016ed7e1fb53f22f00ab917

Having spent several years early on in my career in inside sales call centers, there were a few consistant trends dispite the products, or individual companies. The most common trend was everyday more or less turning into the next, or the day before, or two weeks ago. In most call center “boiler room” type enviornments you have heavily monitored daily requirements, or metrics. Number of dials, talk time, demos scheduled, demos held, etc… These methodologies work well for the company, but more times then not; they don’t work well for the employee. Nobody wants to eat a tuna sandwich on rye everyday for lunch, why would you want the place where you majority of day repeating that same way? You wouldn’t. 

Continue reading “Breaking Groundhog Day- Making Inside Sales Less Monotonous”

Lean too much on your sales deck? Take this cue from actors…

A sales call is very much like a scene in a play. There are actors (you and your team) and an audience (your prospect). Your role as actor is to execute properly and consistently. To execute your lines, while at the same time putting the necessary emotion into the “scene” to elicit an equally emotional response in the prospect.

Continue reading “Lean too much on your sales deck? Take this cue from actors…”

How to Motivate Sales Teams, Beyond E-Learning


cbyThe 212 Degrees is a protypical example of a standard motivational sales video. It speaks to that extra degree where the boiling point is achieved. Personally, in my career, I’ve sat through 3 different sales meetings, at 3 different companies where this video was played. For some this type of attempted motivation works well; for others, well, not so much. As technology evolves, so do the tools available to us. It’s time to put the vast majority of these videos to bed, and start looking at our salespeople individually, and engage them through education, online training, e-learning, and more progressively game based training

Continue reading “How to Motivate Sales Teams, Beyond E-Learning”