Sales Wolf Blog

Are You Making Your Salespeople Fat and Happy?

Posted by Chris Young - The Rainmaker

May 21, 2015 9:30:00 AM

Everyone has a price where they become fat and happy.

I fondly recall when my wife and I first worked after college.

Do_not_overpay_your_salespeople

Twenty years ago, in our last year of full-time school, we worked nights and weekends to make ends meet. We made $15,000 that year. Shortly after graduating, we moved to Richland, Washington and quickly found ourselves making several times what we had the previous year with one third of the effort.  

What was the first thing that we did? We cut back on the number of hours we were working.

We had become fat and happy.  

 

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Smart Companies Never Ever Lay Off Salespeople

Posted by Chris Young - The Rainmaker

May 13, 2015 4:34:00 PM

Never hire the kind of salespeople who may need to be laid off in the future.

You know what scares the hell out of me? Mediocrity.

I have seen way too many good companies half ass their sales teams when they are drunk with success. During the heady times companies often enjoy, I see salespeople hired blindly based on gut decisions. Later, when a speed bump or a giant pothole comes along, all hell breaks loose.

"Always hire salespeople as if the worst is headed your way in a year." [Tweet This]

When the economy and/or your industry falters, you do not want to be slogging through salespeople you wished you had never hired.

 

Companies end up laying salespeople off when:

  • The economy falters. Usually the bottom performers go first, then the next tier, etc.

  • Their business model falters. Business models falter when the product / service / branding mix is out of alignment with what Customers need and want. Business models also falter when your competitor is winning the best sales opportunities that you should be winning. When your competitor wins the best sales opportunities not only do you lose, but they really propel their business model.  
  • They make poor sales hiring decisions.
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Topics: Hiring Salespeople

The Best Sales Candidates Already Have Jobs

Posted by Chris Young - The Rainmaker

May 11, 2015 11:30:00 AM

Recently, I heard a frustrated CEO proclaim on a conference call, "We need to focus on laid off salespeople from the following companies..." He proceeded to name several of the top technology companies.

I saved the CEO from embarrassment and called him back to share the bad news.  I told him that with rare exception hiring someone else's laid off salespeople is not good sales hiring strategy.  While this strategy will get the occasional star performer, they will be few and far between.  Hiring another company's layoffs will mostly hire someone else's retreads and losers.  

The best sales candidates already have jobs and are not applying.

 

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Topics: Hiring Salespeople

8 Signs Your Sales Culture Has A Candor Problem

Posted by Chris Young - The Rainmaker

Apr 27, 2015 1:00:00 PM

Lack of candor destroys sales potential.

The lack of candor in sales teams scares the hell out of me because I see so frequently and the costs are profound.

I cannot count the times I have walked into a sales team knowing they know precisely what is holding them back yet they are powerless to do anything about it because no one has the guts to say or do anything about it. 

Dictionary.com describes candor as the quality of being open and honest in expression; frankness. 

The best boss I ever had knew how to praise me when I did well and let me have it when I missed the mark. I never wanted to disappoint Steve. The best in sales management are candid about the potential of their sales team. They tell it like it is even when it is painful.  

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Topics: Sales Management

The 8 Critical Skills That Make Don Draper Don Draper

Posted by Chris Young - The Rainmaker

Apr 14, 2015 4:30:00 PM

Sales personality is everything.

After assessing thousands of salespeople and comparing their assessment results with their sales performance I have hard evidence that sales personality is everything.  The best-of-the-best salespeople are wired to sell and they significantly outsell their peers.

How To Know If You Are Hiring A Don Draper Salesperson sets the stage for what is written following.

The interview alone is not enough to predict future sales performance, nor is a history of past sales results. You are not able to consistently identify a Don Draper salesperson; human bias and territory differences cloud the data too much.  
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Topics: Hiring Salespeople

Why Don Draper Does Not Need A Resume'

Posted by Chris Young - The Rainmaker

Apr 10, 2015 10:00:00 AM

Supply and demand.

Few true Don Drapers exist.

Do you have an eye for the very best?

Like you, I appreciate artisan quality- especially damn good bourbon, scotch, and fine automobiles. There IS a difference. When I smell artisan quality, I sense the kind of care not found elsewhere and I am willing to invest in it.

Recently, the new Audi R8 caught my eye in the May 2015 issue of Car and Driver. Apparently the R8 was "crafted from the rib of the Lamborghini Gallardo."

I don't know what that tastes like, but I want one. Go take a look.

Do you think Audi needs a resume' for the R8?  Me neither...  The head turns and the reputation of Audi and the R8 do all the selling.

The best salespeople are hunted by smart executives. It is little supply and much demand.

 

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Topics: Hiring Salespeople

The Death of Social Selling Porn Cannot Come Soon Enough

Posted by Chris Young - The Rainmaker

Apr 1, 2015 10:00:00 AM

I passionately hate Social Selling Porn.

You know porn when you see it.  

Social Selling Porn is dishonest.  It is not artisan. It is desperate marketing.  

"Social Selling Porn" comes in many forms including:  blogs, articles, emails, Tweets, LinkedIn, Facebook, Pinterest, Instagram, and Google+ updates that are less than original content or of low quality yet pumped by friends and business associates.
Expert advice offered by freelancers who are not actual experts is Social Selling Porn.  
See the above picture of the attractive female that has nothing to do with my post content? That is precisely the social selling porn that I am speaking about. 

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Topics: Social Selling

The Real Reason Most Salespeople Hate Cold Calling

Posted by Chris Young - The Rainmaker

Mar 26, 2015 1:00:00 PM

All of the training and incentive in the world will not change a salesperson who is not wired to cold call.

Have you ever noticed that some salespeople will cold call while most avoid it like the plague?  It is largely because cold calling exposes salespeople to the emotional risk of social rejection.  Clearly some salespeople can handle social rejection while others crumble in its face.  

I have studied what causes cold call reluctance and while lack of skill in a major contributing factor, the root of the problem is most salespeople have a Behavioral Style that is not suited for cold calling.  For some salespeople, all the cold calling training and whispered sweet nothings and eventual threats in the world will never, ever motivate them to tackle cold calling.  

Salespeople who are forced to cold call but are not wired to do so look like hostages reading prepared statements they do not believe in.  

Your Customers deserve better.  

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Topics: Hiring Salespeople

Why You Must Fire The Sales Rep Who Lost The Big Sale

Posted by Chris Young - The Rainmaker

Mar 19, 2015 9:00:00 AM

Your job is to win every single sale. 

Losers say, "You can't win them all."  

Winners say, "I want to win them all.  What can I improve so that we improve our win rate?"

If you are a wolf class Sales Manager, VP of Sales, or a sales professional, you already know you can win the big deals you want to win - you just have to want to win badly enough.  

In today's business world, improving corporate culture often equates to extra pats on the back, receiving a gold star for every sale and a decreased focus on winning.  What ever happened to the sales team simply doing the job they were hired to do? 

The sales manager's job is to win sales using the best combination of sales systems, selling methodology and salespeople.  

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Topics: Hiring Salespeople

Is Your Need To Be Liked Killing Your Sales Team?

Posted by Chris Young - The Rainmaker

Mar 10, 2015 11:00:00 AM

 

What do you care about most?

Which comes first, the brand and culture of your company or your people?

Do not think about it.  

Just answer the question.  

There can only be one focus.

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Topics: Sales Culture

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