Sales Wolf Blog

Lessons Odysseus And The "Halo Effect" Teach Us About Hiring Hotties

Posted by Chris Young

Apr 23, 2014 8:00:00 AM

Attractive Sales Candidates Can Be Like The Sirens

According to Greek mythology, The Sirens were mythical beings who lured sailors through sweetness of their song to dash their boats upon the rocks of Scylla.  Legend described them as half bird and half woman.  

 

In Homer's, "The Odyssey", Odysseus ordered his crew to put wax in their ears so that they were deaf to The Sirens.  Odysseus was able to hear the music and had himself tied to the mast so that he could not steer the ship off course.  

What are you doing to keep your "sales ship" on course - to avoid doing what humans naturally do - hiring attractive sales candidates who may not completely fit your ideal hiring criteria?

Read More

Topics: Hiring Salespeople

Two Critical Ways To Identify If Your Sales Candidate Is A Hunter Or An Order Taker

Posted by Chris Young

Apr 18, 2014 7:00:00 AM

Ever hire a salesperson who talked a big talk during the interview process - they said they were a hunter - they interviewed like they were a hunter, yet when the rubber hit the road - they were really an order taker?  

I have too...  Way too many times.    

The role of being a "good hunter sales professional" is to be an industry expert, share best practices, and purposefully shape the mind and future of the Prospect or Customer.  The actual sales process must create value for the Prospect or Customer through a consultative sales process (think Challenger Sale).  I would even say a good hunter salesperson is provocative - they get their Prospect / Customer thinking differently.  

If the relationship and the price is all a salesperson really has as a "bargaining chip" - chances are they are an "order taker".     

    

Read More

Topics: Hiring Salespeople

What "Get It" Sales Managers Accomplish In Their First 30 Days

Posted by Chris Young

Apr 8, 2014 10:30:00 AM

Congratulations! You are the new sales manager or the new VP of sales. What you do in your first 30 days shapes your reputation and your future. Average sales managers blindly squander this precious time. Many fail to proactively identify the condition of their "ship". Many slowly figure out the potential of each salesperson reporting to them over months of trial and error. Do not squander this time.  Hit the ground running.

Continue reading to learn how to successfully shape your future.

Read More

Topics: Sales Management

Sales Personality - The Two Critical Motivators That Drive EVERY Sales Wolf

Posted by Chris Young

Mar 17, 2014 8:30:00 AM

Think about the best-performing salesperson you have ever worked with.  Naturally you wish you had more salespeople "wired" just like this person.  They MAY have been a "sales wolf".  

Read More

Onboarding Sales Wolves - The Worst Mistake You Should Never Make

Posted by Chris Young

Mar 6, 2014 10:00:00 AM

The worst mistake you can make when onboarding a "sales wolf" is expose them to a "sales wolf poser" - especially if the "poser" is in any type of leadership (you or their sales manager) or a sales trainer role.  

Read More

Eight Signs It Is Time To Terminate Your Salesperson From Hell

Posted by Chris Young

Feb 26, 2014 9:00:00 AM

A Client recently shared what happens when they notice a salesperson is not performing as well as they should be or is failing to live up to the Culture Standards of their sales team.  It sounded so familiar.

Read More

Why You Need To Practice "Rank and Yank" To Remove C Salespeople

Posted by Chris Young

Feb 17, 2014 9:00:00 PM

A True Story of Millions Lost

Several years ago, I worked with a privately-held business that was quite successful with twenty outside salespeople.  John (not his real name) was there from the very beginning.  He was salesperson number two - right behind one of the founders.

Read More

Recruiting Sales Wolves - Why It Is Critical To Be The Hunter Rather Than The Hunted

Posted by Chris Young

Feb 2, 2014 10:00:00 AM

Are you hunting for "sales wolves" or are "sales vampires" hunting you?

If you are fortunate enough to have one or more true sales wolves on your team, you already know that they consistently outsell 80-90 percent of the rest of your sales team. Naturally, you wish you could clone them because sales would go up - SIGNIFICANTLY.

Read More

Are Your Salespeople Good Losers?

Posted by Chris Young

Jan 22, 2014 11:00:00 AM

"Show me a good loser and I will show you a loser."

Vince Lombardi was right.

Read More

7 Powerful Strategies Necessary To Execute A "Sales Wolf Only Hiring Program"

Posted by Chris Young

Jan 15, 2014 8:00:00 AM

Nothing drives the bottom line forward like a strong salesperson.

A top sales performer - a "sales wolf" - will consistently produce 10-20 times that of a bottom performer - a "sales vampire" who will suck the lifeblood out of your bottom line.

Despite the evidence, few CEOs and sales managers of small to medium-sized companies commit to hiring only sales wolves. Given this fact, the commitment and execution of a "sales wolf only hiring strategy" can become a powerful competitive advantage.

Read More

Subscribe to Email Updates