Sales Wolf Blog

What Bad Sales Hiring Decisions Really Cost You

Posted by Chris Young - The Rainmaker

Jan 23, 2015 5:23:00 PM

What gets measured gets improved.

Many small to mid-sized companies live in "La-La Land" when it comes to hiring salespeople.  They hire from the gut until they are forced by competition or frustration to hire quality sales talent on a consistent basis.

The result is reduced revenue growth and mediocrity.  Average is for losers.  

What gets measured gets improved. It is difficult to make a real change until a catalyst rocks your world.  Make what I am about to share with you that catalyst for change.   

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Topics: Hiring Salespeople, Sales Performance

Just Do Right

Posted by Chris Young - The Rainmaker

Jan 18, 2015 2:30:00 PM

These are the three most powerful words I have ever heard in leadership.  

I remember the first time I saw Dr. Maya Angelou on Oprah many years ago.  Her soulful words hooked my attention.  Every single time I hear her voice, I stop everything I am doing and I listen.

Recently I saw a video clip produced by Oprah Winfrey where Dr. Maya Angelou shared a secret to living your best life.  You must watch this video.

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Topics: Sales Management

Why Sales Welfare Pisses Off Your Best Salespeople

Posted by Chris Young - The Rainmaker

Jan 16, 2015 11:26:00 AM

Top performers hate your sales welfare program

"Sales welfare" is the transfer of wealth from top sales performers to your low performers.

Practically every company has what I call a "sales welfare transfer program" where low performers are paid for breathing.

Your sales wolves hate your sales welfare program is for three simple reasons:

 

  1. Their compensation is lower because part of their compensation is shifted to pay for your low performers.
  2. They should be winning the Prospects your low performers are losing.
  3. They could penetrate existing accounts at a higher level.   

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Topics: Sales Culture

Stop Selling To Never-Gonna-Get-Its

Posted by Chris Young - The Rainmaker

Jan 8, 2015 3:14:00 PM

Stop the sales madness.

I have been in sales for over 25 years.  If I could go back in time, I would do some things differently.  I would hire the best salespeople, challenge my prospects and Customers more, and I would never, ever, ever, ever sell to those who do not have the capacity to get what I do.  

The definition of "sales madness" is selling to prospects who will never appreciate nor compensate you for the value you offer and continuing to do it over and over again expecting a different result.

It is time to stop trying to:

  • Sell a solution to prospects who lack the acumen to understand the value your company offers.
  • Get full value for your solution when a prospect will never pay for it.
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Topics: Sales Management, Sales Performance

[Video] Desiring A Thing Cannot Make You Have It

Posted by Chris Young - The Rainmaker

Jan 6, 2015 9:12:44 AM

I recently saw the movie, The Gambler. In an early scene, Mark Wahlberg's character (Jim Bennett) shares his perspective regarding talent and desire with his university class saying, "Desiring a thing cannot make you have it."  

He argued that desire alone is not enough.  A person must have real talent.

I wanted to hit rewind.  He was so spot on.  

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Topics: Hiring Salespeople

Ten Powerful Ways To Dramatically Improve Sales Hiring in 2015

Posted by Chris Young - The Rainmaker

Jan 2, 2015 11:05:00 AM

2015 is upon us.  You have a whole runway in front of you.  What will you do with it?  Unless you change what you are doing right now - you will be lucky to continue the trajectory you currently are on.

Make the right changes to your sales hiring right now to make 2015 the best it possibly can be.  

Now is the time to throw down your gauntlet!  Here are ten ways you can dramatically improve your sales hiring. You can...

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Topics: Hiring Salespeople

The Leadership Boom Is Making Sales Managers Stupid

Posted by Chris Young

Dec 17, 2014 9:30:00 AM

Tim Sanders recently penned a piece titled, Is the Leadership Boom Making Us Bad Managers?

Tim writes...  

"Over the last fifteen years, leadership programming has dominated training programs, bestseller lists and conference agendas. No one really wants to write or talk about management, as it lacks the allure of helping others become leaders...
 
But still, there's something eating away at me: Are we neglecting to train managers on what it takes to manage? Name a best selling book you've read on it lately. How about a general session keynote at a conference on management excellence?" 

I have been concerned about this for some time.

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Topics: Sales Management

Keep Tabs On Your Top Performers

Posted by Chris Young

Dec 5, 2014 11:33:30 AM

Are your top salespeople quietly unhappy? Do you have a star performer outside of sales considering a move where they will be loved more than they are currently?

Tasha Eurich's post titled "Eight Enduring Lessons I Learned From My Clients in 2014" hooked my attention - particularly number 6 - Keep Tabs On Your Performers.  

Eurich offers sage advice that you must hear.  Stop what you are doing and focus on her words.  She shares:

"I am always amazed at how surprised some executives are when star performers leave. Smart executives understand that since their superstars are being actively recruited, they must keep tabs on how they’re doing. You can’t be so removed from their day-to-day reality that it’s a surprise when you learn that they weren’t happy. Also, their resignation letter is not a signal to negotiate. At that point, you’ve already lost them. For your best employees, you have to stay involved in their world. Conduct, or ask their manager to conduct, regular “stay interviews” that head off any retention issues as they arise."

I could not have said it better myself.  

 

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Topics: Sales Management

How The Best Salespeople Sabotage Their Own Potential

Posted by Chris Young

Dec 2, 2014 10:30:00 AM

The best salespeople often sabotage their own potential.

If you are like me, you play to win.  It is hard-coded in your DNA.  Losing is not something you take lightly.  

Do you use your word against yourself?  Do you say things like, "Sometimes I am so stupid" or "I suck"?

Sounds insignificant, doesn't it?  I often hear people proclaim, "I am hardest on myself."  It is almost like a badge of honor. 

Negative self talk should not be a badge of honor.  

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Topics: Sales Performance

Are Your Salespeople Motivated Like Don Draper? (Part 3 of 5)

Posted by Chris Young

Nov 20, 2014 9:30:00 AM

This is part 3 of a 5 part blog series on How to Know If You are Hiring A Don Draper Salesperson.

My first 100 sales hires sucked

Do you ever recall the past and remember things better than they really were? I like to think I was 40 percent successful in my early days of hiring salespeople, which is not great...  but it was likely closer to 15 percent.  

I was horrible.  

One early sales-hire seemingly showed a lot of promise.  I thought I did my homework on him. I scrutinized his past work history. When I checked his references, they passed him off as a gladiator.  When I flew out to meet him, he said all the right things.  He had past sales experience that appeared strong.  

Was I ever wrong.  The first sign  was when I could hear his children in the background on a conference call with a Prospect. Can you hear "Twilight Zone" music playing loudly like I can right now?

When I eventually fired him, it was almost a relief for him.   

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Topics: Sales Performance

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