The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (17)

Past Sales Performance Is Not Necessarily Indicative of Future Results

Oct 22, 2015

A typical financial investment prospectus will contain the following warning. Past performance does not necessarily translate into future performance. The message is clear. Be ...

Sales Selection

The "New" Killer Sales Interview Question You Must Ask

Oct 14, 2015

"Whether You're Qualified Depends on How You're Quantified." I just read about the following interview question in an HBR article, "How do you measure how you’re improving your ...

Eight Management Mindsets Essential To Hiring The Best Salespeople

Sep 24, 2015

Do you expect to win every sale? Your sales team is a DIRECT REFLECTION of your mindset - the way you think. Do you play to win or not to lose? You either expect to win every sale ...

Sales Performance

How To Turbo-Charge Your Sales Coaching With Candor

Sep 7, 2015

The best sales manager I ever had. I would have walked through walls and fire for Steve. When I worked in economic development I had the privilege of working with the best sales ...

Sales Performance

Why We Refuse To Offer Client References & Testimonials

Sep 3, 2015

Client references & testimonials are a false God. References and testimonials are used by salespeople to do what they themselves are unwilling and/or unable to do. Sell. I ...

Sales Selection

If You Keep Hiring Sales Losers You Are Going To Get Fired

Aug 30, 2015

The quality of salespeople you hire are a DIRECT reflection of you. Poor-performing salespeople destroy reputations. When you hire low-performing salespeople... If you are the ...

Sales Selection

Why You Need A Signed Candidate Risk Waiver

Aug 26, 2015

A signed candidate risk waiver = accountability. The purpose of a defined sales hiring process is to create predictably good sales hiring outcomes. Unfortunately not everyone ...

Sales Selection

Why Smart CEOs Are Actively Engaged In Sales Hiring

Aug 13, 2015

CEOs are actively engaged in sales hiring because the cost of a single bad sales hire can be hundreds of thousands to millions of dollars. Who in your company has the authority to ...

Sales Performance

What Sales Management Must Learn From The U.S. Women's National Soccer Team

Aug 7, 2015

The key to winning is analytics. Jill Ellis is the coach of the U.S. World Cup championship team. A recent article from the June 22, 2015 Vice Sports article by Leander ...

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