<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=238051740001209&amp;ev=PageView&amp;noscript=1">

Sales Wolf Blog

Most companies don’t understand us, until they need us

Posted by Rainmaker

Nov 2, 2017 3:45:00 PM

From the outside looking in.

I recently woke up in the middle of the night with the title of this article in my mind. When I began working with The Rainmaker Group, my biggest struggle was to create clarity and direction for our marketing.

If you can’t clearly communicate the message of who you are and what you do, you will never be successful.

I became immersed in The Rainmaker Group's culture and soon came to understand the brilliance behind our sales hiring process (it’s genius).

Most Prospects do not realize powerful sales hiring tools like ours exist.

How could I as a marketer communicate the simplicity and value of using our expertise?

Why would a company use The Rainmaker Group's services?

Then it hit me.

Read More

Topics: Sales Hiring

Your Sales Team's Mindset: Your Most Valuable Asset

Posted by Chris Young

Oct 26, 2017 8:30:00 AM

Your most valuable asset is not your equipment, nor your real estate, nor your trademarks nor your intellectual property.

Your most valuable asset is the mindset of your sales team. 

The Cambridge Dictionary describes mindset as: "A person's way of thinking and their opinions."

There is a direct correlation between the strength of your sales team's mindset and your sales.

If your sales team has the mindset of playing to win, they will win more sales.

The best way to increase sales is to maximize your sales team's mindset.

Read More

Topics: Sales Hiring

Are Top Salespeople Born or Made?

Posted by Chris Young - The Rainmaker

Apr 13, 2017 11:45:00 AM

The short answer is, "Both."

The best salespeople are born AND made.

I have been in sales for 40 years. I have sold door-to-door as well as complex, long sales cycle solutions.

Throughout my career as a salesperson, VP of Sales and the last 17 years as a consultant, I have had the privilege of engaging many truly amazing Sales Wolves. We call the best salespeople, those who consistently sell in the top 20th percentile, "Sales Wolves".


Despite my extensive sales hiring experience, you would perhaps think I should have perfected the ability consistently identify top salespeople by merely shaking their hand and a brief interview, right?

Wrong.

Human bias usually leads to poor sales hiring outcomes. 

It much more than a handshake and brief interview to consistently identify and hire Sales Wolves.  

Consistently hiring the best salespeople requires a commitment to solid hiring process, a Job Benchmark, a hiring scorecard and a valid sales personality test to ensure only the Sales Wolves get hired.

 

Read More

Topics: Sales Hiring

The Painful Truth About Your Sales Recruiting

Posted by Chris Young - The Rainmaker

Mar 14, 2017 7:30:00 AM

You do not have enough resources committed to sales recruiting.

The painful truth is you do not have enough resources committed to sales recruitment.

The painful truth is your competitors could turn sales recruitment into a winning strategy if they really wanted to.  

Until you maximize your sales recruitment strategy, you will not be growing as quickly as you could and should.

Sales recruitment must become your moat.

Your competitive advantage must be the identification, hiring and retention of top sales talent.

Win this battle and you will win the war.

Read More

Topics: Sales Hiring

What You Must Do When a Salesperson Is Terminated

Posted by Chris Young - The Rainmaker

Jan 19, 2017 4:00:00 PM

Now is the time for reflection and pain. 

Somewhere or perhaps everywhere, you screwed up. You could ignore the circumstances and hope history does not repeat itself or your can choose to learn from it.

I recommend learning from it.

The termination of a salesperson impacts far more than the bottom line. 

Behind every termination you will find a human being that you somehow failed.

You owe it to current and future salespeople to learn from your mistakes.

You owe it to your shareholders to learn from this experience.

You owe it to your Customers.

Let's get started.

Read More

Topics: Sales Hiring

Which Is More Important in Sales - Talent or Tenacity?

Posted by Chris Young - The Rainmaker

Mar 24, 2016 6:00:00 AM

Bob was my third and worst hire ever.

In 2000 I was responsible for building the sales team for an online learning start-up.

Bob was my third hire. He was a referral from a trusted and respected friend. Bob interviewed well, said all the right things, and had glowing references.

As we grew the business over the first six months, Bob did absolutely everything I asked of him and more. 

Everyone loved Bob.  

There was just one problem. Bob could not sell online training software. He had the same sales training and far, far more coaching than the rest of the sales team. 

Bob had tenacity in spades but lacked talent. He was not credible with key decision-makers.

Unfortunately, I hired Bob before I discovered the power of multi-science sales personality testing. In fact, my failure in hiring Bob is one of the reasons why I began my quest to identify the best sales personality testing available to improve the sales hiring process.

I know you are wondering... If Bob had just hung on a little longer, would he have redeemed himself.The truth is if Bob continued to try to sell online training software for the next 100 years, he would never ever catch those that actually could.  

Read More

Topics: Sales Hiring

The HBR Advice You Need Your Competitors to Follow

Posted by Chris Young - The Rainmaker

Feb 4, 2016 9:00:00 PM

Astonishingly mediocre advice.

In their February 1, 2016 article on HBR - Hiring Star Salespeople Isn't the Best Way to Grow, Frank V. Cespedes and Jacco van der Kooj argued:

"You see Pareto’s Principle applied to sales all the time — the top 20% of a sales force produces 80% of a company’s revenues and margins — and it’s applicable in a variety of sectors. In B2B contexts, for example, rep performance in similar territories often varies by 300% between top and bottom quintiles, and in retail stores selling productivity typically varies by a factor of three to four.  So it’s no surprise that a company’s usual response to stalled growth is to hire more stars. 

There are a few problems with the hire-stars approach, however. First, there are only so many stars to go around since everyone is fighting over the same candidates.  Second, even if you do manage to hire stars, their unique skill sets may not be easily portable."

Rather than focus on finding and hiring top sales stars who are few and far between and may not work out anyways, the authors suggest, "If companies want to scale, they need to improve their sales processes.

That, my friends, is mediocre advice. This is sound advice for average companies who accept second place.

Read More

Topics: Sales Hiring

The Ugly Truth: The Real Costs of a Bad Sales Hire

Posted by Chris Young - The Rainmaker

Jan 19, 2016 4:00:00 PM

Hiring costs are just the tip of the iceberg. 

Ask most people about what a bad sales hire costs and they immediately fixate on the hiring costs including recruitment, training, and onboarding compensation. 

Most CEOs and those in sales management will quickly spout hiring costs and stop there.

While certainly expensive, for the most part hiring costs are fixed. They are "one and done".

Those who are data-driven understand that a bad sales hire represents far, far more than one-time sunk hiring costs.

A bad sales hire represents a permanently-damaged future revenue stream.

Read More

Topics: Sales Hiring

The ROI of Hiring Only the Best Salespeople

Posted by Chris Young - The Rainmaker

Jan 7, 2016 11:00:00 AM

If you replicated your best salespeople, how much would you increase sales?

Chances are the sales increase would be significant. What are you waiting for?

Have you heard of the 80/20 rule? The 80/20 rule or Pareto Principle states that, for many events, roughly 80% of the effects come from 20% of the causes. 

Twenty percent of all salespeople reap eighty percent of all sales results.  

In fact, the top 20th percentile of all salespeople typically outsell a MULTIPLE of that of the rest of the sales team. We often see 20th percentile salespeople produce 10-20 TIMES that of an average salesperson. 

 

Read More

Topics: Sales Hiring

Is Your New Sales Wolf Destined To Leave You?

Posted by Chris Young - The Rainmaker

Dec 17, 2015 2:45:00 PM

Too much of a good thing may eventually work against you.

Think about the sales wolf who left you before you could clone them. You poured your heart into them. This sales wolf onboarded lightening fast. Then they wanted your job and unfortunately a promotion opportunity was not available.

You thought you had more time. Then a competitor snapped them up. 

The real reason why the sales wolf left your employment so quickly was likely predictable. In fact, you could have known this was coming before you even made the job offer.

In many cases, a sales wolf is destined to leave due to their motivators combination being almost too rich for the sales role. Their motivators combination is so strong that it is not likely that you can promote them quickly enough, pay them what they demand, and/or provide the challenges they expect.  

The very motivators that make a sales wolf highly-successful will often cause them to seek more challenging and rewarding opportunities elsewhere.  We refer to this as the "sales motivators dilemma".

Read More

Topics: Sales Hiring

Subscribe to Email Updates

Recent Posts

Request a sample sales personality aptitude test

Most Popular

New Call-to-action