Selling in a Model

  by Ken Courtright Have you ever heard the old cliché phrase: “The definition of insanity is doing the same thing over and over and expecting a different result”? Many sales reps and managers have heard it, yet are also living out the phrase every day. If you’ve been selling at your current company 12 weeks or more, and you aren’t hitting the numbers you want to hit, it may be as simple as changing your routine, or more … [Read more...]

How High Achievers Win   If you ask most high achievers in sales you will find that they almost all have the same key attributes in common and they are all "winners". Check out this awesome video from Selling Power Daily Report. Irena Haydon is the Executive Director of Sales and Service at Heartland Payment Systems. It will give some great insight as to how high achievers win in sales! … [Read more...]

How to Interview Sales Candidates   Every decent sales person should be able to sell themselves in an interview so at times it's difficult to know "who are the real performers" vs. "which person is just going to tell me what I want to hear". This video from Selling Power's Daily Report with Dr. Chris Croner will discuss the right questions to ask and what responses you should be looking for. His book "Never Hire a Bad Salesperson Again" … [Read more...]

Sales Performance Management   Have you ever struggled with knowing what the right compensation is for your sales performers? Enough to keep them happy but enough incentive to keep them hungry. So many questions arise in every industry for sales professionals about compensation, quotas, territory management, and the relationship between sales performance and compensation. This video from Selling Powers Daily Report with Chris Cabrera … [Read more...]

ABC: Always Be Closing Since Glengarry Glenn Ross came out in 1992, sales motivators have been using clips from this film to motivate and inspire their performers. Alec Baldwin plays a hired gun that comes in and shakes everything up by announcing that only the top performers will get the good leads and the rest of the sales staff will be fired. "ABC - Always Be Closing" has become one of the most popular acronyms in sales management … [Read more...]