THE INTERVIEW AS A WINDOW INTO SALES COMPETENCY

interview 2

As a veteran sales leader, I’ve had the opportunity to interview a large number of candidates for a full array of sales roles. As a sales consultant, my client’s frequently ask about best practices surrounding: 1) what characteristics to look for in a sales person 2) how to evaluate candidates during the interview process and 3) how best to ramp new sales people into a productive state as rapidly as possible…

 

May 19, 2016 in Uncategorized | Read more »
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FINDING QUALIFIED SALES PEOPLE

FINDING QUALIFIED SALES PEOPLE

interview 3As a veteran sales leader, I’ve had the opportunity to read a large volume of resumes and interview numerous candidates for a variety of sales roles. As a sales consultant, I am frequently asked by my clients about best practices…

April 19, 2016 in Best Practice | Read more »

Using Storytelling to Accelerate Sales

Brain - storytelling

IT’S ALL ABOUT ATTITUDE

NHL: All Star Game-Skills CompetitionEven if you missed the NHL All-Star game you could not have escaped the Cinderella story of John Scott that was covered across the national news.   This inspirational story is not just that one of the National Hockey…

 

 

 

PRE-CALL PLANNING FOR SALES PROS

Pre-call Planning

I recently read a question posted on a LinkedIn group that shares best practices amongst sales leadership professionals. The posted question was: “What do you think about sales people dropping in to see a client or prospect when they are in the neighborhood?”

Feeling strongly about the subject I was compelled to post a response…

Read more at:  http://compendiumadvisors.com/2015/11/pre-call-planning/

THE GAPING HOLE IN SALES CYCLES

Gaping hole

THE GAPING HOLE IN SALES CYCLES

What is the gaping hole in most sales cycles? That sticky part that slows the sales velocity and has the greatest negative impact on probability of sale and time to close? For the vast majority of sales cycles, that gaping hole is …

see more at:     http://compendiumadvisors.com/2015/10/the-gaping-hole-in-sales-cycles/