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 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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I’ll Never Make That Mistake Again. Ever.


A number of years ago a situation developed which left me embarrassed and questioning my capabilities. The story is simple. I was consulted on the hiring of a sales rep for a client. I interviewed the candidate using a structured hiring process and gave him an enthusiastic thumbs up. Within six months the candidate was […]

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How Smart Sales Managers Hire

A few months ago Josiane Feigon asked if I would read through the manuscript for her upcoming new book and lend an endorsement. I had high expectations for Smart Sales Manager and Josiane certainly didn’t disappoint me. I strongly recommend the book. One of the subjects she covers in the book is very important to […]

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Upcoming Webinars for Sales, Marketing, and Product Management Leaders

How to Improve the Relationship Between Sales & Marketing and Product Management    Thursday Sept 12, 2013 – 1:00 – 2:00 ET Session Description: In the world of business, it’s important for people across all business functions to help the firm produce visible results.  However, sometimes, the “machine” of the business needs to be fine-tuned […]

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