Compensation strategies come in more flavors than Ben and Jerry’s Ice Cream. To push the analogy a bit further, the wrong compensation strategy can give you a fat, dumb and happy salesperson OR a thin, starving salesperson – in neither…
Your relationship with your salespeople is a two-way street. They do the work of closing deals for you and you pay them for their work. Too often during client consultation calls, we hear that salespeople who started out like supermen…
There’s a total piece of nonsense floating around that somehow, we no longer want money-motivated salespeople. Nothing is more ridiculous than this statement, but we have heard it batted around like it is gospel. Here’s the truth: Yes, it’s true…
Long before there were electric lights, the ancient Greeks identified that different people have different personality styles. This personality style typing has become much more sophisticated since Greece’s golden age. Computers make profiling a lot easier for us. Today, in…
Creating an effective sales hiring system is based on integrity. At the end of the day, your goal is to convey to the applicants that your company is the best place for top sales agents. Exceptional salesmanship is truly one…
In the sales hiring process, the biggest challenge is managing your time investment. Anybody who has experienced sitting in an interview with a candidate who’s a total dud knows what that feels like. The challenge is figuring out who you…
When I first started hiring salespeople, the choices for advertising were greatly limited. We can only use newspapers, trade association publications and radio. It’s hard to be competitive in such a small playground. Today, there are more online platforms to…
