An effective sales compensation plan will strongly motivate and incentivize your salespeople to help your organization achieve their short-term and long-term business goals while improving and maintaining a profitable margin. According to the Harvard Business Review, 85% of US companies…
Video Rant #10 Insisting Applicants Have “Sales Experience” Is a Huge Mistake Most sales managers refuse to hire any applicant who has no sales experience. Listen. If somebody with TEN YEARS sales experience applies at your company, ask yourself, “WHY?”…
Video Rant #9 A Big Reason Why Your Company StrugglesTo Hire Salespeople Who Can REALLY Sell One of my best friends sold for me 20 years ago at Radio Profits Corporation. AMAZING salesperson. Once he gets the prospect in his…
Video Rant #8 We had a new client who was a one-man show. He had no salespeople and no revenue. We helped him advertise effectively, and he got some good sales applicants who all passed our testing. The client rejected…
Video Rant #7 You Are Doing Step #1 of Sales Hiring Absolutely WRONG! If you're over 45 and you started in sales management, you’ve hired salespeople. What are your initial thoughts when somebody you hired walks in and tells you…
Video Rant #6 How To Create a Terrific Salesperson Recruiting Tool Before they ever start actual recruiting, good sales hirers sit down and really plan out a new hire’s career, every step of the way. They project what the new successful…
Video Rant #5 The #1 Mistake Everybody Makes WhenThey Don’t Profile Sales Applicants When you use a sales hiring system that profiles applicants before you meet with them, if the profiling is good, you figure out what their motivators are.…
Video Rant #4 – 5 Secrets To a Successful Sales Hiring Interview Most companies interview salespeople to find out if they are persuasive. And they come away from the interview saying, “They really handled themselves well in the interview.” In…
