Should Companies Hire Sales Reps With Bad Credit?

Posted May 1, 2014

There are many companies that require credit checks as part of their hiring process for sales reps. I have to tell you, flat out, that I’m not a fan of it for several reasons . . . 1)   Unless this sales rep will have authority to sign checks, access the company bank account or will … continue reading »

My Issue With Some Bag Carrying Sales Managers

Posted April 25, 2014

I’m a firm believer that everyone in an organization needs to be as Tom Peters has said “Close to the customer” I’m a firm believer that the higher up one progresses in an organization, the more removed they can become from the “street level” because they’re hovering somewhere around 30,000 feet. With this in mind … continue reading »

A Sales Team Should NEVER Be Led This Way!

Posted April 8, 2014

I’ve always believed that you can’t lead a sales team properly from behind a desk! I do sympathize with those of you who have lots of things keeping you there (including sales reps, who in many cases don’t want their manager along) but you’re missing out! You’re missing out on an opportunity to see where … continue reading »

Should A Sales Rep Be Judged Solely On Their Numbers?

Posted February 7, 2014

What would you do if you had a sales rep reporting to you that . . . Was at or slightly above quota but . . . You constantly receive complaints from other teammates specifically on how difficult they are to work with. They try to blow off sales meetings even though they never participate … continue reading »

The Qualities Of A Rock Star Sales Leader

Posted November 20, 2012

I bet we’ve all worked for some good sales managers and some (how shall I say) not so good sales managers. What makes for a great sales leader? What qualities do they need to have? I’ll start the discussion rolling by suggesting that one of the qualities they need to have is the ability to … continue reading »

The Top Ten Priorities for Sales Managers

Posted March 28, 2011

This is a guest post from my friend Bill Cook, SVP of Sales for CareSouth Priority #1: Teaching, Training and Motivating Sales Staff while Riding Along with them in the Field to Ensure Quota Attainment Working with your reps is your top priority and where 60% or more of work time should be spent. This … continue reading »

You're Too High Dude!

Posted October 26, 2010

With a title like that, I’m itching for a random drug test at work tomorrow but what the heck. Here are some situations where you might just be Too High! 1)    Too High With Regard To Decision Makers: From Day 1 in sales, we were taught that we should start with the highest level of … continue reading »

Selling Power Begins With Powerful Sales Leadership!

Posted September 22, 2010

I had an opportunity to attend the Selling Power Sales Leadership Conference the other day and wanted to share some of my take aways! Note: For those of you who might think Sales Leadership doesn’t apply to sales representatives, I would invite you to think differently. Leadership is not only exercised on a personal level … continue reading »

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