Sales Wolf Blog

The Worst Thing You Can Do to a High Performing Account Manager

Posted by Chris Young

Sep 9, 2014 1:39:16 PM

The worst thing you can do to a high-performing account manager is promote them.  

Have you ever promoted a rock star account manager to outside sales only to see them crash and burn within six to twelve months?

A good account manager does not always make a good outside salesperson nor a good sales manager.

Recently a Client wanted to know if a high-performing account manager would make a good outside salesperson.  They wanted to reward a high performer.  This account manager was doing a fantastic job managing existing accounts.  In fact, they were even increasing sales per account.  

From experience, my Client knew exactly how I would respond.  

"Let's assess them and know for certain," I said.  

Guessing is for losers...

When it comes to identifying top sales performers, guessing is for losers.  "Get it" executives and sales managers never hire nor promotes a salesperson without ensuring they pass the hiring scorecard and in particular - meet the job benchmark criteria identified by our sales personality aptitude test. 

In other words, the high performer must fit the needs of the job they are being promoted into.  No exceptions. 

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Topics: Sales Management

Don Draper's Four Rules of Selling

Posted by Chris Young

Sep 5, 2014 9:43:00 AM

Mad Men's Don Draper is a "get its, get it".  Thanks to Oren Klaff's brilliant book, Pitch Anything, I am now a fan.  If you have not yet read Pitch Anything, I highly recommend you do so.

The traits that make Don Draper successful include:

  • An insatiable desire to win.
  • Solid business acumen.
  • Ability to take action.
  • A rare ability to see what others will never see.  

I have met many "Don Drapers" in my career. Companies with ten to twenty salespeople are lucky if they have one on their sales team.   

The good news is you can hire salespeople who are "wired" like Don Draper if you use the only sales personality and aptitude test with validity backed by brain research.  If you hire more salespeople like Don Draper and follow his selling approach, you will make a LOT more money and solve more Customer problems than you currently do.  

Whether you are in marketing or sales, I highly recommend watching Mad Men.  Don Draper has learned what works and what does not work.  As a result, his sales strategy is extremely obvious and effective.  

  • Only Sell To Believers
  • Want It All
  • Never Be Needy 
  • Nothing Is Free

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Topics: Sales Culture

Do You Really Want A High-Performing, Winning Sales Culture?

Posted by Joe Jones

Aug 19, 2014 9:12:18 AM

This question is directly aimed at you CEOs, Owners, Sales Managers trolling the internet trying to fix a sales culture that is broken…

“Do you REALLY want a high-performing, winning sales culture?”

The question seems straight forward enough, yet be careful what you wish for. The answer is not the “no-brainer” one may think…

The key to building a winning sales teams is committing to building a winning sales team...

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Artisans Are Never Needy

Posted by Chris Young

Aug 14, 2014 11:00:00 AM

Neediness equals weakness

Are your salespeople needy?

Needy salespeople are losers.  They need to sell their product / service / experience more than their Customer needs to buy them.  

Needy salespeople "differentiate" only on price because they are lazy, know no better or they represent a commodity.  

Personally, I avoid needy salespeople.  There is a desperation and lack of quality that I cannot allow myself to become a part of.  I run from needy salespeople.

Recently I re-read Oren Klaff's book "Pitch Anything".  Put "Pitch Anything" on your short list of must read books.  In Chapter Six - Eradicating Neediness, Klaff shares, "Plain and simple, neediness equals weakness."

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Hire the Best Salespeople With Three Powerful Interview Questions

Posted by Chris Young

Jul 23, 2014 9:00:00 AM

If you are serious about hiring the best salespeople possible, it is essential that you get your sales hiring process optimized to ensure only the best sales candidates are making it to the final round.  

Sales executives who are passionate about winning...

  1. Are relentless in the pursuit of the best sales talent possible. They are passionate about learning what it takes to hire the very best salespeople possible on a consistent basis.  
  2. Do not waste time.  They understand "time is money".  
  3. Learn from past hiring mistakes.  They are committed to avoiding costly sales hiring mistakes.  

Does this sound like you?

Two common questions we often hear from new Clients are, "How do I know who to profile using a validated sales personality aptitude test?" and "How do I quickly interview to identify the best potential candidates to consider futher?"  I strongly recommend the following:

  • Make sure the sales candidate meets the minimum identified threshold on the hiring scorecard - ie: education and experience.  
  • Ask the following three questions to quickly separate the low potentials away from the higher potential sales candidates.  
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Topics: Hiring Salespeople

Five Critical Strategies To Keep Your Crappy Sales Manager From Hiring Crappy Salespeople

Posted by Chris Young

Jul 1, 2014 9:41:00 AM

We help companies hire the best salespeople possible - the kind your competitors wish they had...  

I am often asked, "What is the one thing companies should do to make sure they hire only the best salespeople."  My answer is typically - "Use a powerful multi-science sales aptitude personality test to ensure you have the right Behaviors, Motivators, Acumen, and Skills to hire the best salespeople possible."

I also recommend that crappy sales managers should never be allowed to hire crappy salespeople.  Because crappy sales managers often hire losers.  This is a universal truth.  

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Topics: Hiring Salespeople

The Real Reason Why Winners Win and Losers Lose

Posted by Chris Young

May 20, 2014 2:00:00 PM

They expect to...

As a student of sales performance over the last 20 years, I have come to realize that some salespeople are predisposed to approach winning / losing a sale in a particular way.  Some salespeople "play to win" while others "play not to lose".  A recent study sheds additional light on the science of winning and losing.  

Winners win and losers lose - more often.  
 
My experience as a consultant, past sales VP, sales manager, and life-long salesperson supports the following:  A salesperson's mindset or viewpoint of their world is impacted by their Behaviors, Motivators, Acumen, and Skills, life experiences, and beliefs.  

I have never believed that some people are luckier than others...  In fact, I do not believe in luck.  In sales, a sales wolf (those who consistently produce in the top 20th percentile) creates their own luck by doing their homework, fast feedback looping, staying focused, and resiliance. 

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Topics: Sales Performance

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?

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Topics: Hiring Salespeople

Is Your Sales Candidate 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".     

    

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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.

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Topics: Sales Management

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