About Salesreps: Can You Transform a C-Player into a B-Player?

We read a lot on sales blogs and in articles about A, B, and C players.  Those pieces have covered various methods, learning approaches, and tools for transforming C’s into B’s, and B’s into A-players. Based on most of what I have read, I’ve got a different view. I was a “C” Player, literally! Let […]

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Why You Must Run Sales Candidates Through Simulations


I’ve often said that mis-hiring salespeople and their managers is an epidemic. What good is putting 10 or 100 or 1,000 salespeople through training and investing in technology for them when as many as one-third of them will never get the selling job done? Even with all the money being spend on sales effectiveness, sales […]

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Get the Right People on Your Sales Team


It makes little sense to spend the time and money training and developing your sales team when the people in whom you are investing do not have the capability for sustainable improvement. Mis-hiring is an epidemic. Based on my experience helping companies hire sales talent over the years, I believe that somewhere between 20% and 33% […]

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The Single Biggest Challenge to Hiring Sales People


Any sales manager or sales VP who doesn’t have a proven method to identify particular candidates’ lies, exaggerations, and misrepresentations is destined to have a very difficult time building a stable and high-performing team. A Bit of Background Hireright.com did research on the subject of lying a while back. A number of other firms have […]

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Hiring a Commission-Only Sales Rep? Caution is Advised.

100 percent commission

During the past two weeks I had the opportunity to consult with two CEO/entrepreneurs. They’re both in the tech space  just coming up to the point where they are looking for focused sales resources. These are start-up situations. Since they are very concerned about burning through cash, the idea of having commission-only salespeople selling for […]

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Selleration on Selling Intelligence

selling intelligence

I’ve believed in assessments for many years. They are a required component of my hiring process.  As of today, the quality of the tools has improved to the point that many of them provide very accurate insight into candidates as well as existing personnel. What a help for hiring and talent management! Digging into this […]

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Does Your Sales Trainer Make THEIR Number?


During my earliest days as a sales rep, my performance was inconsistent. I quickly learned a lot. I performed better. As a manager, the same process occurred. It did again as VP of sales. At one point, during a meeting, one of the VC’s on our board told me to, “stop the self-flagellation and start […]

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Can You Really Measure Sales Culture?


For decades sales leaders have been discussing how to get the highest levels of performance of their teams. Some would make the case that the answer lies in a company’s sales culture and how the team is built and developed within that culture. In many cases, culture is managed and measured by intuition, leaving scaling a sales organization a […]

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Does Your Sales Team Have True Grit?

Andy Miller2

grit (noun): firmness of character; indomitable spirit; unyielding courage in the face of hardship or danger True Grit Your sales team has process, skills, and plenty of product knowledge. So what’s keeping them from landing that next deal? By Jennifer Bohanan International sales strategist Andy Miller of Big Swift Kick says that whether you’re managing […]

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Secrets of an Independent Sales Consultant

phone at beach2

Every week or so I get an email asking for advice from someone who is interested in becoming a independent sales consultant. In some cases they’ve found themselves out of a job. Others want to transition into what they consider a dream situation. I’ll answer a short question or two by email for those who selfishly just […]

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