Sales Management Archives - Page 17 of 18

Should I Be Thinking About Creating Sales Teams?

Clients sometimes come to us looking for help identifying a candidate with strong technical skills who also has the aptitude to sell. This is a tough nut to crack because the skill set and interests often do not run in parallel. Should I Be Thinking About Creating Sales Teams? was last modified: August 21st, 2014 by SalesDrive, LLC

Mentoring – The Ultimate Salesperson Accelerator

Finding great talent is only the beginning of the process when you want to improve your sales team. Have you noticed a difference between pre-hire expectations and actual sales performance? Are you sick of having to deal with high turnover rates and poorly qualified salespeople who underperform and leave you feeling overworked? Sales should be a fun and exciting career, not a constant battle. If you are ready to start making lasting changes in your sales team, mentoring is an effective way to improve your team’s performance and start in a new direction. The sales industry is changing every day.

When Will My New Hire Start Selling?

Sales managers are often looking for new salespeople who are ready to hit the ground running and start selling as soon as possible. So, of course, they test and interview for candidates high in Drive. However, since they know that Drive is essential for success as a “hunter” salesperson, some managers figure they can get away with hiring candidates high in Drive but low on experience, and then throw them to the wolves on day one. This is a critical mistake and a recipe for trouble down the road. When Will My New Hire Start Selling? was last modified: November

Is Cold Call Reluctance a Sign of a Bad Salesperson?

In the world of sales recruitment, businesses are constantly trying to find the candidates that are most likely to successfully close sales and outperform their competitors. Unfortunately, many companies find out too late that their current sales hiring methods fall short when it comes to finding sales candidates who can really perform well in their sales environment. Some companies like to interview and test for cold call reluctance. They theorize that if a person is shy about making calls, he or she should not be selling for a living. However sales is about more than just cold calling, so this conclusion

Managing Your High-Drive Salespeople

A client of ours once referred to his high-Drive salespeople as his “Porsches.” He said they were high maintenance but when they were tuned up, they could race like h***. You probably recognize his description … high-Drive salespeople do require a lot of support and attention, usually because they are operating at such a high velocity… which is a good thing. This is a big topic so let’s just cover a couple of tips here. Managing Your High-Drive Salespeople was last modified: September 12th, 2013 by SalesDrive, LLC

How Can I Tell if My Sales Candidate is a Good Listener?

Listening skills are critical for all salespeople, whether they are focused on finding new customers, or searching for opportunities in existing accounts. A good salesperson knows how to give the floor to the prospect/customer and allow them to do most of the talking. On the other hand, we have all dealt with salespeople who focus on their own agenda, irrespective of the customer’s unique needs. When we need consultative salespeople who know how to listen, we need to look for a few telltale signs . . . How Can I Tell if My Sales Candidate is a Good Listener? was

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Lists*

Should I Be Thinking About Creating Sales Teams?

Mentoring – The Ultimate Salesperson Accelerator

When Will My New Hire Start Selling?

Is Cold Call Reluctance a Sign of a Bad Salesperson?

Managing Your High-Drive Salespeople

How Can I Tell if My Sales Candidate is a Good Listener?

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