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Evaluating Sales Candidates: See Her Walk the Walk, Not Just Talk the Talk 9 Jul 2013 | 10:26 pm
As you look across the desk and look at your candidate, how do you know she is as good as she claims to be? Her resume certainly presents wonderful achievements. The assessment tool recommended her fo...
Why Sales Onboarding May Not Be Right for Your Company 18 Jun 2013 | 12:17 am
In past episodes of the Sales Management Minute, I’ve touted the benefits of effectively onboarding salespeople, but onboarding isn’t for every company. Actually, it is, but you may not be ready for a...
How Reverse Sticker Shock Can Kill Your Deal 5 Jun 2013 | 09:36 pm
A salesperson came across a huge opportunity that looked like a guaranteed win. This Fortune 1000 prospect was being gouged by a competitor and was not happy with the service or technology offered. Th...
What Sales Winners Do Differently 28 May 2013 | 09:26 pm
Hi, this is Mike Schultz, guest host of the Sales Management minute. Today I’m going to share the top three things that sellers that win sales do more often than sellers that don’t. Selling has change...
Is Your Sales Hiring Process Too Long? 15 May 2013 | 08:05 pm
My wife and I buy very differently. I buy when I find something that matches what I want. Sharon is a “see-more.” She needs to see all of her options…no matter how long it takes before making a decisi...
Sales Candidate Reference Checks – How to Make These Invaluable When Hiring 29 Apr 2013 | 08:45 pm
If you talk with most sales leaders and HR executives, they will tell you that they get very little value out of reference checks. Due to the litigious nature of our society, few companies share much ...
Have You Been Duped Into Being A Sales Rebound Employer? 12 Apr 2013 | 07:12 pm
Ah, the dating days of yesteryear… Those wonderful days of courting… While you may look back on those days fondly, you also recall the moments in time when you decided that the people you were dating ...
Stop FRUSTRATING Your New Salespeople! 31 Mar 2013 | 10:35 pm
Let’s play a little game. Put your left hand on your head. Jump up and down three times. Put your right hand on your nose. Spin around two times. Count to eight. How do you feel about your game perfor...
Without Sales Process, How Do You Onboard New Salespeople? 25 Mar 2013 | 10:15 pm
When executives learn the business case for effectively onboarding their salespeople, they are fired up! The dream of salespeople getting up to speed faster and experiencing sales performance levels t...
The Worst Way to Start a Sales Call 11 Mar 2013 | 07:27 pm
Most traditional sales training programs teach salespeople to begin sales calls by saying, “What I want (or would like) to do today is…” While that may sound pleasant, it makes an awful first impressi...
