On-boarding a New Salesperson You have hired your next high performing salesperson. What should you do to properly on-board this rock star and keep them motivated. Approximately 1/3 of all new hires quit within the first six months. Poor on-boarding is a big contributor to people leaving a company quickly. Companies spend money to recruit, interview, and hire […]
Qualify with B.R.A.N.D | It’s Risky to Only Solve the Customer’s Pain If you are only going after the customer’s pain, then you are selling to only a small part of how they buy. Here’s some interesting generalizations: 25% of all prospects will NEVER buy from you – period. 25% of all prospects like you […]
Sales Teams in Transition As a sales manager, whenever you are assigned to manage a new team it’s always a challenge – somewhere between Tommy Boy and Glengarry Glen Ross. There are very few opportunities to assume the leadership of a well run highly productive sales team. Why? Because the teams that are run well don’t […]
Everyday Leadership | Leadership Everyday Everyday Leadership – the practice of actions and words that inspire others to do the right thing. There’s a common refrain that “everyone is in sales.” The belief is that no matter what you do you are selling something. Here’s another idea – everyone is in leadership. The belief here […]
Sink or Swim – Coaching Comes First So, I’m on this boat and I look over the edge and see another passenger who has just fallen in and looks to be drowning. Like most people in this situation I have a decision to make……and, this looks like a good time to do a performance review […]
