Posts tagged hiring
Sales Culture: The #1 Key to Successful Organizations

I recently had a great chat with my good friend and mentor Kirby Steil, the VP of Sales at Insight Global, one of the largest and fastest growing staffing companies in the world. Kirby is a beast at transforming organizations using the only approach that actually works to transform organizations--creating, maintaining, and directing culture. In this article, I’ll share Kirby’s insights on

  • How to fix a broken culture

  • How to define culture from the top down

  • Best practices for keeping attrition low

  • How to know why an organization is or isn’t successful and what to do about it

Culture is the most significant driving force in America today--it’s at the root of everything we do. If you grow up in a community where certain behaviors are acceptable or unacceptable, you’ll

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Lessons from my mentor, Chris Dale - Sales Management Powerhouse

Everyone stands on the shoulders of the people around them that have shared their wisdom, guidance, and care as we develop. 

I’m no different, and neither is my mentor, Chris Dale, a man who has built and scaled dozens of successful sales teams in the IT staffing world. In this article, I’m going to share the principles and tactics I learned from Chris about

    •    How to quickly identify the intangibles in a sales hire
    •    A trick to find out if your sales candidate is motivated or not
    •    The difference between motivation and inspiration and why you should never motivate people
    •    How to define and understand your job as a sales manager
    •    When to part ways with a struggling salesperson
    •    Perseverance and mindset over matter
    •    How to get out of a personal slump
 

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The Top 4 Reasons Why The Best Sales Teams Hire Recent College Grads

You can pick up and read just about any sales book in the world to learn all of the greatest tips and tricks about generating great leads, filling your pipeline, increasing your closing ratio, or developing a great sales process. However, rarely do we hear much talked about when it comes to the absolute most important piece of the sales puzzle — the people you hire.

Without a world class team of salespeople driving that brilliant sales process you created, you just can’t and won’t win. But, beware of one of the biggest mistakes that I see in today’s sales teams — an over-association of talent and previous experience. I hear it all the time — “The best sales people are the ones with proven track records of performing at companies before they joined us.”

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