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 »
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 »
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 »
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 »
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 »
Forgive me for being blunt but here goes . . . When was the last time you took the time to get better at your craft? And just out of curiosity, why wouldn’t you take the time (if you aren’t already) to get better? If you’re like most people, you might feel you don’t need … continue reading »
Podcast Powered By Podbean I get emails all the time from Sales Managers looking for ideas on how they can improve their relationship with their reps and guess what? I get plenty of emails from sales reps looking for help in that department too! I thought it might be a good idea to do a … continue reading »
I once met a rather hard core sales dude who was mentored by another hard core sales dude. One day he shared with me a philosophy he felt to be appropriate with regard to hiring sales reps. “Paulie (my maiden name) you bring them in by the masses, put them through classes and if that … continue reading »
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 »
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