Posts tagged sales management
Succeeding in Sales in an Ever-Changing World

Tony Hughes is the CEO and Managing Director of RSVPselling and author of multiple books, including COMBO Prospecting. As a best-selling author and award winning blogger, Tony is ranked by Top Sales Magazine as the Most Influential Person in Professional Selling in Asia Pacific.

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Enable Others to Lead & Grow

Deb Calvert is the president of People First Productivity Solutions and the Co-Author of Stop Selling And Start Leading: How to Make Extraordinary Sales Happen. She is a certified Master of Sales Coach and Master Trainer. There is just nothing this woman does not do. As one of the best sales trainers and sales leadership trainers in the world today, she is full of actionable wisdom. I

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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 #1 Way to Motivate Your Sales Team

I used to look at my Sales Team and then stress myself out, wondering what I could be doing better to keep them motivated. I used to lose sleep over it. Then I learned a golden rule that changed everything for me. In turn, my hiring improved, sales activity improved, and sales were on the rise in a dramatic fashion. The golden rule:

THE NUMBER ONE WAY TO MOTIVATE YOUR SALES TEAM IS TO NOT MOTIVATE YOUR SALES TEAM

The day I learned and fully understood that human beings cannot be motivated was one of the best days of my life. A weight was lifted off my shoulders. I didn’t have to lay in bed anymore wondering if I was doing everything I could to make “James and Katie” work harder and want to crush their goals. The human behavior behind success, drive, and achievement all became very clear to me.

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Stop Selling and Start Solving

I read an article recently that right behind the fear of public speaking and heights, but before spiders, needles, and snakes is the fear of SALES PEOPLE! Yes, you heard that correctly. The average salesperson has gotten so bad and so annoying that people have actually become AFRAID of you.

WHY, you ask? If I had a dollar for every sales person I’ve interviewed who answered my “why do you want to be in sales?” question with, “I’ve just always been a people person” I’d be writing this article on my yacht.

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