Do You Fail at Feedback?

Do You Fail at Feedback?

As a sales professional, you are consistently reminded to mirror your buyer’s personality. GET IN THEIR OPERATING REALITY, you hear. Or, FOLLOW-UP, MAKE IT EASY FOR THEM TO TAKE ACTION.  So why is it that when it comes to managing a salesforce, sales managers’ first line of feedback is “HIT THE PHONES, JACK!”? 

Is it not true that your salesforce is essentially your customer? Should you approach feedback with a different mindset?

No one will dispute that feedback is crucial to continuous growth…

Where Salespeople Go Wrong in Client Meetings

Where Salespeople Go Wrong in Client Meetings

Steve Jobs had a great approach to meetings: he established a DRI - a directly responsible individual - For each line-item on the meeting’s agenda. This person was tied to the delivery and/or follow-up necessary to bring each task to completion.  

As a salesperson, you are always the DRI. Don’t leave your meeting without knowing what’s next.

While you can’t control every aspect of client relationships, controlling what you can is important. Organizing a productive meeting is one of those controllable factors.

When Will Your Sales Hires Reach a Tipping Point?

When Will Your Sales Hires Reach a Tipping Point?

The Tipping Point, by Malcom Gladwell is a staple in the required reading at most business schools. It’s defined as: That magic moment when an idea, trend, or social behavior crosses a threshold, tips, and spreads like wildfire. 

When applied to new sales hires, I think it can be translated into: That magic moment when your sales person stops costing you money and starts earning you money.

The Cost of Being an "Average" Recruiter

The Cost of Being an "Average" Recruiter

You leverage social media as part of your recruiting strategy… great! So does 92% of the recruiting profession.

You “bang the phones”… awesome! Is it more than 40-75 calls a day? Because that’s the number of calls the average recruiter makes each day.

But what is average to you? Is average a goal, a benchmark, or maybe even an excuse? In the recruiting profession, being average puts you here...