June 10, 2019
Many companies hunt for sales reps with experience in their niche industry. Typically, the supply of these candidates is limited giving sales reps an advantage when […]
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August 20, 2018
A common thought among sales consultants and business owners is that the “Lazy Z” DISC pattern is best for sales performance. The Lazy Z pattern would […]
April 12, 2018
A Harvard Business study revealed that 80% of sales are produced by 20% of the sales people. The old 80/20 rule. Yet, if only 20% of […]
March 5, 2018
If you hire and manage sales teams, you have probably experienced a bad hire at some point. Perhaps you have experienced more bad hires than you […]
December 1, 2017
Many companies hunt for sales reps with experience in their niche industry. Typically, the supply of these candidates is limited giving sales reps an advantage when […]
October 20, 2017
Discovering a customer’s “pain” has become standard language in the sales world. Yet, the discovery process of uncovering pain still seems elusive to many sales professionals. […]
September 5, 2017
If you have tried everything to get your sales team into shape, yet with limited success, then maybe your sales reps are missing a critical ingredient. […]
June 14, 2017
Industry experience is the #1 criteria requested by most companies when hiring sales professionals. Yet, industry experience may also be the #1 reason why companies fail […]
May 3, 2017
In previous articles, I have written about the 3Ds – Drive, Determination, and Discipline. Your sales reps must have these three attributes to deliver star performance. […]
January 20, 2017
Do any of the following statements ring true in your organization? • Your sales reps don’t prospect for new business. • Your sales reps can’t close. […]
October 14, 2016
A Harvard Business study revealed that 80% of sales are produced by only 20% of the sales people. The old 80/20 rule. Yet, if only 20% […]
July 29, 2016
Most people have a basic emotional need to be liked at some level. Bottom line, it feels good to be liked and accepted by others. Even […]