Sales Wolf Blog

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

All The Sales Training In The World Can't Fix Stupid

Posted by Chris Young - The Rainmaker

Feb 21, 2015 9:55:00 PM

A few years ago, the great philosopher (comedian) Ron White shared an interesting perspective about improving people.  He said:

"If your eyes go bad, you can have lasik surgery and they can give you 20/20 vision at any age.  If your hearing starts to fail, they can put a device in your ear that will make you able to hear as good as you could the day you were born.  But let me tell you something folks.  You can't fix stupid.  There's not a pill you can take.  There is not a class you can go to.  Stupid is forever."   

Mr. White was absolutely correct.  Stupid is forever.  
You cannot change people.  You cannot make someone something they are not.  Yet sales trainers insist on attempting the impossible.
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Topics: Sales Training

What You Must Do With A Lead Who Isn't A Good Fit

Posted by Chris Young - The Rainmaker

Jan 30, 2015 2:08:00 PM

You immediately walk away. 

There must be a pony in here somewhere.

A lead is either a brilliant fit or it is horse shit. There is no gray area when it comes to what is a quality lead. When you see a bad lead, you must leave it right where you found it.   Never dig through horse shit to make a lead viable.  

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Topics: Sales Performance, Sales Culture

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

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