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Influencers Invited Sales Blog

The Second Dimension of Screening Sales Talent

My wife Sharon and I dated for exactly two years before I proposed to her. Over our two year courtship, I got to know her likes and dislikes. I understood her goals in life and her aspirations. She knew the same about me. On July 24, 1996, in the White House Rose Garden (true story), […]

The Secret to Quick Revenue Growth

Learn to Hire the Best Sales Team For small business owners, a good sales team is essential to continued sales and revenue growth. Unfortunately, sales positions are the most difficult to recruit, hire and retain. Relying on industry experience as the key hiring factor is one of the most common errors in filling sales positions. […]

Sales Management Training; Is it Really Necessary?

Sales Management training is not as common as it used to be, as more and more organizations think the sales management should already know it all. However, lack of training is the root to most companies’ bottom line problems. Sales management training is just as important, if not more than, salespeople training. Top executive management […]

Hire Smart

Four Great Interview Questions to Hire Great Sales Staff For small business owners, good sales staff is absolutely critical; they can make or break your business. Unfortunately, salespeople are also the most difficult employees to retain, precisely because of their business value. When hiring a new salesperson, many employers fall into the trap of using […]

How to Hire Successful Sales Reps

Many business owners and sales managers ask me if I have a proven system or a way to identify and hire top sales reps. They have tried everything, they tell me. They check references, review similar work experiences, talk to ex co-workers, hold multiple job interviews, and sometimes they even spring for some high priced […]

Sales Training in Today’s Uncertain Economy

Sales Training is one of the most effective ways of maintaining a motivated and results oriented team of sales professionals. However, sales professional training is also known to have an impact for only up to 90 days, or for one quarter of the year. For sales training to be effective, measurable against results, in today’s […]

How to Hire Top Sales Reps

Ask any manager, V.P. or business owner what one of the biggest challenges they face in making their revenue numbers and they’ll tell you it’s identifying, hiring and retaining good sales reps. If you are familiar with my management philosophy, then you’ve heard me talk about the 80/20 rule in sales, and all you have […]

The Eight Things Your Employees Will Need At Work

If we are talking about motivation in business, it is actually one topic that generates a lot of interest. After all, motivating employees can make all the difference in increasing productivity for the company. This has an important impact in the area of lead generation. Think about it, if you can get your employees to […]

5 Mistakes to Avoid when Building an Inside Sales Team

According to less than half of teams make their revenue goals each month. If you’re a business owner or sales manager of an inside sales team, then I’ll bet you can relate. So what differentiates the half that makes their numbers from the half that doesn’t? Obviously there are many factors and each […]

Do You Have An Employee Retention Strategy That Also Increases Employee Motivation?

These were the questions posed to Business owners in a workshop at an Annual Conference at Disney’s Coronado Springs Resort earlier this year. Thanks to their contributions, this article became possible as an employee retention and employee motivation learning tool for you. Teams were created to brainstorm answers to each of these questions. It wasn’t […]