Browse Tag

selling skills

What It Takes for Your Salespeople to Perform Better: Do They Need Coaching, Training or Both?

Hire the Best - Use for Web applications, emails, etcOne of the challenges of sales management is the constant need to improve your sales team’s performance.  However, when you do invest in their development and they fail to execute on what appears to be the simplest techniques, you say to yourself, “How hard can this be?”  When this happens what it should affirm is that they need additional coaching or training.  The question is which one, coach or training?  The reality is that some of your salespeople need coaching, some need training and some need both. read more

Would You Hire Tim Tebow?

Hire the Best - Use for Web applications, emails, etcTim Tebow was the Florida Gators’ starting quarterback who, in 2007, became the first college sophomore to win the Heisman Trophy.  In 2008, Tebow led Florida to a 13–1 record and its second national championship in three years, and was named the offensive MVP of the national championship game.  The Gators again went 13–1 in 2009, his senior year.  At the conclusion of his college career, he held the Southeastern Conference’s all-time records in both career passing efficiency and total rushing touchdowns, appearing second and tenth (respectively) in the NCAA record book in these categories. read more

The One Success Trait Salespeople Need Today To Ensure Their Tomorrow

Hire the Best - Use for Web applications, emails, etcBefore he was Conan the Barbarian, the Terminator and the Governor of California, Arnold Schwarzenegger was a world champion bodybuilder.  He arrived in Hollywood just as the film industry was in the middle of a transition.  The making of movies use to be controlled by the studios, then by the stars, and now, by the box office. This means the investment required for the production of a film is so large today that the producers and the studios cannot afford to make a mistake. To ensure they get a ROI, everything is measured and managed. Sound like your industry? read more

The 3 Goals for Your New Hire: How to ensure your new salesperson gets off to a fast start

Hire the Best - Use for Web applications, emails, etcPreviously I wrote about Stephen Covey’s success habit #2, Begin With The End In Mind, and how that related to ensuring a successful hire of your next salesperson.  Once you get them hired, the question is how do you get them off to a fast start.

To ensure you and your new hire are on the same page, set goals in three areas:  revenue, activity, and learning.  Reset these objectives as frequently as required to master what they know, do and use to be successful. read more