Roderick Jefferson On Why Hope is Not a Sales Strategy

An excerpt of, Selleration CEO, Nick Rini’s interview with sales expert Roderick Jefferson.  Roderick is the Vice President of Global Enablement at Marketo, founding member of the Sales Enablement Society, and an Advisory Board Member of Selleration.

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sales training, sales skills, sales, sales organization, selling skills, sales metrics, sales enablement, sales enablement metrics, sales marketing, sales training metrics,, sales strategy, sales marketing automation, engagement economy, sales development

Ready to Step Onto the Sales Scale?

Imagine kicking off a weight loss program if you had never in your life stepped on a scale. How would you measure your weight loss success? How would you stay motivated on tough days without seeing the progress you had made so far? Of course you wouldn’t try to lose weight without even knowing if, or how much weight you have to lose in the first place. That would be ridiculous.

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How Selling Judgement Differentiates Top Performers From the Rest | Mike Kunkle Interview

An excerpt of, Selleration CEO, Nick Rini’s interview with sales expert Mike Kunkle. Kunkle is the Vice President of Sales Transformation Services for Digital Transformation Inc., and founder of Transforming Sales Results LLC. Rini and Kunkle discuss the definition of Selling Judgement - and how it differentiates top producing salespeople from underperforming sales reps.

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sales skills, good selling judgement, selling skills, improve sales skills, sales judgement

Why You Should Terminate Early, and Often

Firing sales reps is no sales manager’s favorite activity, so too often underperformers hang on to sales jobs they just aren’t cut out for - costing the company money, and taking up space on the team that could be filled by someone who is a better fit for the role.

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sales management, sales management skills, sales assessment, selling skills, selling assessment, sales assessment software, gamified sales assessment, improve selling skills, sales assessment system, firing sales, terminating sales

How to Deal With the "Trump Effect" in Sales Hiring

There was a time when it was understood that in order to be considered for a job, you had to have direct experience. That all changed November 8th when Donald Trump was elected.

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uptick selleration, sales training, sales coaching, how to hire sales, sales management, sales skills, selleration uptick, uptick, sales, selleration, sales assessment, selling intelligence, selling skills, sales hiring, new sales rep, trump

3 Things Sales Managers Can Learn About Their Reps With 1 Simple Test

Not psychic? Of course you aren’t. But that doesn’t mean you can’t get a window into the minds of your sales reps. Sales assessments may not make you psychic, but they can offer sales managers insights into the selling mind of every rep on the sales team- and make the life of any sales manager just a little bit easier.

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How to Quantify Sales Performance

Sales management needs to objectively quantify the performance of sales reps on an individual basis and have at-a-glance data at an organization level to make decisions that drive sales and build customer relationships.

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Do Smarter People Sell Better? The Answer May Surprise You...

While there is no doubt that intelligent people have an easier time processing and retaining information- does that really make them a “smarter” choice than a candidate who is their intellectual junior? Not necessarily.

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sales training, how to hire sales, selling behaviors, sales management, sales skills, sales, selling behavior, selling intelligence, sales intelligence, sales traits, selling skills, simulated sales, simulated sales environment, sales success, sales hire, sell better, sales iq, social skills sales

Sales Coaching Tips to Help Reps Manage Angry Customers

When salespeople bring frustrations over a “difficult” customer to sales management, it can put them in a catch 22. On one hand, every sales manager that moved up through the ranks of a sales organization has dealt with their fair share of angry customers and has empathy for the salesperson’s situation.

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Know This? Then You Know If They Will Make Quota

Would you lend a total stranger $114,000 based solely on a few brief meetings and chats with connections of their choosing? Of course not. However, if you are in sales management- you have probably done just that.

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