I often times find myself in conversations with Business Owners and Sales Leaders on the topic of sales compensation. What’s that perfect balance of commission % that will keep these sales animals salivating at the prospect of bringing home that extra bacon? Why do these sales people seem to still do average work when I’m paying them the base I’m paying them? When I was a sales person early in my career I made peanuts and still worked my tail off — what’s wrong with these kids today? Trust me, I’ve heard it all. Below is an attempt to help you out with some of the myths that you probably believe about the proper way to comp your sale team!Read More
Show me around under the hood of a company’s sales culture, and I’ll tell you exactly how successful (or unsuccessful) they are going to be. Of all that it takes to build a booming Sales Team, there is not a single thing that compares to its CULTURE. “What is Culture?” you ask. Culture is the core personality of an organization. It is that which defines the environment in which employees work, how they behave, and why they do what they do. Here are four easy to detect signs telling you that your Sales Culture is in for some rough waters:
1 — You’re getting average performance out of your team — Without a successful sales team no company can survive.Read More
I’ve always tried to spend most of my time analyzing, speaking to, or with people who are top producers in what they do. While their are a ton of tactical takeaways in how they do their work, there is just as much to learn in what great managers and leaders do to help push these folks to continue producing at a peak level. Next time you’re preparing for a quarter review or weekly meeting with one of your top players keep the following in mind:
They’ve earned a healthy level of freedom — don’t be afraid to give it to them
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.Read More
Quarter end is the week in every commission driven employee’s calendar that determines how big (or small) that bonus check is going to be next month. How all the numbers end up at the of this week determines if your Spring vacation will be spent road tripping with the relatives for a big day at Six Flags or sipping on margaritas on a catamaran down in Cancun. It’s stress. It’s a grind. It’s mayhem. It’s the Quarter End Panic.Quarter end is the week in every commission driven employee’s calendar that determines how big (or small) that bonus check is going to be next month. How all the numbers end up at the of this week determines if your Spring vacation will be spent road tripping with the relatives for a big day at Six Flags or sipping on margaritas on a catamaran down in Cancun. It’s stress. It’s a grind. It’s mayhem. It’s the Quarter End Panic.Read More
The market is as competitive as it has ever been, and the demand for our Sales Teams to consistently win is greater than ever. As leaders, one of the most important things you should consistently have a pulse on is whether or not your team’s foundation is strong enough for your team to grow and scale.
Here’s a checklist as a reminder to the foundation of a Sales Team that wins:
Hire To Win
If you can’t attract and hire A Players then you don’t stand a chance to survive out there. Just as great athletes want to play for great coaches and programs, top sales people want to work for great managers and exceptional companies. Now, this does not mean you have to have a world recognized brand or be the largest company in your industry.Read More