Uncategorized

Selling #LikeAGirl vs Sales Studs – Is There A Difference?

Sales Trainer, speaker and all around super sales stud, Jill Konrath’s recent blog post “I Sell #Like a Girl – and I’m Proud of It!” ended up in my inbox yesterday.

Jill and I have had a couple of brief conversations over the years. I like her stuff.

Selling #LikeAGirl vs Sales Studs – Is There A Difference?

She’s innovative, tenacious, consistent and committed — all the qualities that make for being a superstar salesperson.

Jill wants to claim in her article that women and men sell differently. I, respectfully, don’t buy it.

I’ve been studying salespeople for nearly 40 years now.

I started in radio.

Broadcasting is unique.

For 50 years the Federal Communications Commission has required stations demonstrate their hiring be race, creed, gender and orientation blind. There’s a special department in Washington of government bureaucrats who wreak havoc on any broadcaster that discriminates.

There are a lot very powerful women who’ve succeeded in radio. I’ve had quite a number of them as clients through the years.

When I ran my company Radio Profits Corporation I’d make a point to travel to visit with our client managers.

One thing I learned very quickly was that being a top performing woman had nothing to do with facial characteristics or body type.

These top performing women had stick-to-it-ive-ness, follow-through, and the ability to overcome adversity.

They have the values and personality characteristics of winning salespeople. Regardless of whether they’re boys or girls, they won’t succeed without these internal drivers.

Read More
Uncategorized

Still Hiring Snails for Your Sales Team?

Business is tougher than ever. More competition is coming every day.

It requires a special type to succeed in sales in today’s environment.

If your sales team isn’t made up of smart, innovative, outside-the-box types, you’re living on borrowed time.

So how do you start to pick these smart people?

Picking your best applicants from resumes or LinkedIn profiles has never worked in the past and for sure it doesn’t work now.

Matching experience to your job is an illusion that has caused more dud sales hires than any other fantasy.

A smart sales manager knows that more than half of top performers have zero industry experience…

So why do most sales managers continue to search for applicants with “previous industry sales experience?” Beats the hell out of me – most likely it’s because they’ve never bothered to track their sales hiring results.pack running

If you want to stop hiring sales duds and get some real insight into how you should be hiring or if you’re even ready to hire salespeople, take our 60 Sec Survey to get your sales hiring scorecard. Take the Survey and get your scorecard.

Read More