Start By Asking Yourself Four Things About The Competition “We only want to target our competitor’s top performing sales ‘A’ players”. As a recruitment professional, I hear this comment from sales leaders nearly every week. Taken at face value, it’s logical. After all, what self-respecting sales leader would ever admit to wanting to hire anything […]

Hire Salespeople Who Will Sell: As you take stock of your team’s performance, what concerns you most? Is it the challenge of maintaining your company’s market share? Are you worried that your salespeople are not selling? Are you concerned that they even have what it takes to sell? Recruiting is the biggest problem identified by […]

Employee Post Summer Recognition Ideas: Summer is over and for most, this means that vacations have run their course and the sprint to the holidays is on. With all of your staff back in the office, productivity is sure to increase and depending upon your industry, this could mean the difference between hitting and missing […]

Ramping new sales hires quickly is one of the most important things a sales manager can do. It’s also frequently overlooked as managers get pulled into activities more directly related to making the number for the month or the quarter. When it comes to saving the quarter or saving the new hire, most managers will […]

Should You Hire Them? Who would you rather hire for your inside sales team – an experienced rep with experience selling different products or services across several companies, or someone new to sales, say a college graduate, or how about a waiter or bar tender or someone one else new to sales? The proper answer […]

Every so often, a person comes along who changes their field of study in a major way. Louis Pasteur changed the world of medicine with his introduction of the germ theory. Thomas Edison changed our world through the use of electricity. Albert Einstein changed modern physics. Steve Jobs changed the world of computing. And Paul […]

I recently had the opportunity to speak to a group of CEOs about their sales recruitment needs. To make a point, I mentioned to them that my friend, Willie McMoney, had heard that I was speaking to this group and asked that I mention he was looking for a new sales home. I shared Willie’s […]

As a manager, your job is to lead your employees properly. Now, the problem comes in when you fail to lead them properly. Probably because of your management style or personality, but it will nevertheless affect their performance, especially in lead generation. It can even have dire effects in your lead generation campaign. When was […]

Motivating the Passive Sales Candidate I was never very good in science class which is probably why I’m not a doctor today. Yet, I remember vividly the exercise on heated atoms. The experiment started with a flask of water and a Bunsen burner. When the flame from the Bunsen burner was applied to the flask, […]

For companies involved in appointment setting services, especially those using telemarketing as its medium, one of the biggest challenges that they might face is in terms of employee loyalty and turnover. Indeed, employees leaving the company can greatly affect a company’s ability in generating good business leads. In this type of business, consistency is the […]