How to Build a High Performing Sales Culture

Most sales leaders will tell you that they are committed to building high-performing sales cultures. However, only a minority achieve this goal. Why is that? From my experience working with sales organizations over the past 34 years, the secret lies in achieving an often-illusive balance...

Six Ways to Hire an Equitable Mix of Sales Talent

Finding excellent sales talent is not easy If you ask most sales leaders how effective they have been in hiring the best sales talent, most will admit they struggle to get it right all the time. Some will even admit it’s more like a 50/50…

5 Tips on Hiring Top Sales Talent in a Competitive Market

If you are hiring salespeople in this competitive market, you need to be ready to compete for the best talent. We share our 5 tips to attract and hire the best salespeople. From compensation, the use of assessments and your mission this list will serve you well!

Exceed your Company’s Sales Goals in 2021 by Focusing on These 4 Things

Here are the top 4 things to focus on to exceed your 2021 sales goals: Sales Managers are your key to success or failure and should be your #1 priority for development and investment. Too many sales managers do not execute their primary skills…

What Makes A Salesperson A Professional?

I have been thinking a lot about what separates the pros from the average salesperson lately. Here is my list. First and foremost, they listen before they speak — asking questions and learning about their customer. They seek to understand…

Inventing Powerful Mindsets: A Daily Habit of Personal Empowerment

Mindsets are powerful. They are the filter or lens through which we see the world. Mindsets set the foundation for how we interpret reality, and ultimately, influence what we think, feel, and do. Each of us is responsible for the mindsets we…

Top 2 Things Sales Organizations Can Do to Exceed Sales in 2018

If you are like most sales organizations, you are being tasked to grow sales in 2018. Here are two proven ways to make sure it happens: #1 Invest in Your Sales Managers Whether or not you achieve your sales goals in 2018 is going to be up…

How much customer focus is the right amount when selling?

In today’s business environment, companies are focused on becoming more customer-centric. This must include the way we sell. The solutions and products are designed to enhance the customer’s success, interface seamlessly into the customer’s…

How ‘Scarcity Thinking’ Impacts the Sales Effort

Scarcity thinking is a mindset. It’s when an individual believes there is not enough of something – money, opportunity, time, etc. Any of us can experience scarcity thinking, regardless of our circumstances – “I don't have enough money”…

Transforming interviews into auditions

Most of us struggle when interviewing. We want to really know the capabilities and true talent of the individual we are considering for hire. But, as we all know, when seeking employment, candidates are prepared, have well-practiced responses…