“Selling in the New Economy” will be presented at Pittsburgh Technology Council on November 4th
Attend our Executive Briefing for Business Owners and Executives on: "Selling in the New Economy" Wednesday, November 4 | 9:00 am - 11:00 am Let's face it, selling is harder today. With … Read More >>
Sales Compensation
A company's compensation plan is usually the cornerstone of its plan to motivate the salespeople to perform. If the plan is too generous, it fosters a culture of complacency. If the plan is too … Read More >>
Motivating Salespeople
Motivating salespeople is not achieved through some mystical “pump up” system. Instead it involves helping your salespeople see in the present, a projection of the future they want, with the … Read More >>
Onboarding a New Salesperson
It is important to know how much time is required for new salespeople to begin achieving success. Ramp-up time can be calculated by adding the length of your sales cycle (number of days between a … Read More >>
Interviewing Sales Candidates – The Five Best Questions to Ask
1. Tell me about a time when you built a territory from scratch for a company with little or no name recognition... This will tell you a lot about the sales person's resourcefulness, behavioral … Read More >>
Interviewing Sales Candidates – Who Sells Whom in the Job Interview?
In today's economy there is a lot of available talent. Yet it seems to be getting harder and harder to find good salespeople. When screening sales candidates there are a couple of things you can to do … Read More >>
Using Psychometric Testing Prior to Hiring Salespeople
Too often business owners and sales executives find that newly hired salespeople fail to live up to their expectations even when these salespeople endured a rigorous interview process, and in many … Read More >>
Keeping Your Eye Out for New Sales Talent
Firing someone is not an easy thing to do. One part of you doesn’t want to fire someone, and another part of you wants to do it so you can move on and invest your energy in a new candidate. The task … Read More >>
Promoting Overachievement in Salespeople – Part 2
According to sales expert Dave Kurlan, founder of Objective Management Group, there are ten factors that impact a salesperson's propensity to overachieve. Last week I presented the first five. This … Read More >>
Promoting Overachievement in Salespeople – Part 1
According to sales expert Dave Kurlan, founder of Objective Management Group, there are ten factors that impact salespeople's ability to overachieve. Here are factors one through five: 1. Goals – … Read More >>
Utilizing a Unified Sales Process – Part 2
Your company probably has a system or a process for running every other aspect of its daily operations. Businesses operate according to processes in order to save time, reduce mistakes and maximize … Read More >>
Utilizing a Unified Sales Process – Part 1
What would you think of a surgeon who told you after your procedure that he didn’t follow a process for the operation; that he just improvised? How would you feel? The first thing I would do is check … Read More >>
The Client Builder Blog
