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Sales Wolf Blog

Avoid repeating sales hiring sins of the past.

Posted by Chris Young

Jul 31, 2018 9:18:07 AM

Hope is not a strategy.

Hope without meaningful action is insanity.

“The definition of insanity is doing the same thing over and over again, but expecting different results.” - Albert Einstein.

You know what most CEOs, VPs of Sales and HR does when an under-performing salesperson or Sales Wolf (or one in-between) leaves?

They do little or nothing more than look for a replacement. And that is a waste.

Choosing to not study what went well and what did not is recipe for repeating sins of the past. 

That is insanity.

Never miss the powerful lessons only an autopsy feedback loop will provide.

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Topics: Sales Management

The Sales Management Lesson of Tom Brady

Posted by Chris Young - The Rainmaker

Feb 6, 2017 5:45:00 PM

Mindset leadership is what separates winning sales teams from the rest.

The mindset of any team reflects their collective talent and belief.

Ever notice how some teams throw in the towel once they are behind while others never, ever give up?

Me too.

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Topics: Sales Management

Seven Sales Manager Habits That Sabotage Success

Posted by Chris Young - The Rainmaker

Jan 10, 2017 2:30:00 PM

All problems start at the head.  


A strong sales manager will propel your sales team forward. 

A lousy sales manager will destroy sales potential.

The sales manager sets the tone.

Watch for upcoming articles in our Sales Manager Sabotage series.

 

 

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Topics: Sales Management

Get Rid of Your Backup Plan

Posted by Chris Young - The Rainmaker

Aug 14, 2016 9:00:00 AM

Cortés began his impossible conquest by burning the boats. 

For more than 600 years conquerors had unsuccessfuly attempted to colonize the Yucatan Peninsula.

What seemingly made the difference was mindset.

In 1519 Cortés took away the only backup plan he and some 600 Spaniards and 16 or so horses had. He ordered the boats to be burned.

Burn your boats.

Get rid of your backup plan. 

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Topics: Sales Culture, Sales Management

Why 90% of Decision Makers Never Answer A Cold Call

Posted by Chris Young - The Rainmaker

Jul 8, 2016 1:00:00 PM

In short.

90% of decision makers will never answer a cold call because the salesperson attempting to sell to them cannot sell and / or the decision-maker lacks the capacity to appreciate the value being sold.

 

Beware of snake oil solutions to improving sales.

Recently I saw the seemingly frightening Social Selling Labs statistic that caught my attention.

"90% of decision makers never answer a cold call."

Social Selling Labs is obviously selling their Social Selling Training. If you buy their social selling training, your emails and cold calls will yield fruit, right?

Perhaps.

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Topics: Sales Management

On Target Personas and Never Gonna Get Its

Posted by Chris Young - The Rainmaker

Jun 30, 2016 6:00:00 PM

In God we trust. Everyone else bring data.

There was a time I believed that all I needed to be successful in sales was to offer the best product / service solution backed with solid evidence. 

I believed that if I simply shared the evidence, smart people would invest in the best solution. 

I could not have been more wrong.

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Topics: Sales Management

How To Multiply Sales Without Adding A Single Salesperson

Posted by Chris Young - The Rainmaker

Jun 28, 2016 7:00:00 AM

"What percentage of time should a salesperson be selling?"

Oh how many times I have heard this question.

A salesperson's job is to sell.

I can't believe I am actually saying these words.

This statement seems like common sense yet when I look under the hood of a typical sales team, I often find salespeople doing everything but selling.  

 

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Topics: Sales Management

The Real Reason Why Good Salespeople Often Turn Into Mediocre Sales Managers

Posted by Chris Young - The Rainmaker

May 25, 2016 5:00:00 PM

Sales managers fail because of you.

Let's assume you did everything right.

You didn't guess in the promotion of a good salesperson to sales manager. You used a valid multi-science sales personality test to ensure the promoted sales manager actually possesses the capacity to do the job well. 

 

Whether your sales team crushes it or misses by a mile, it is your fault.

 

If you manage sales managers or are the CEO, YOU are the real reason why good salespeople do or do not make good sales managers. 

 

The inspiration for this piece is Dave Kahle's recent article, Why Good Sales People Often Turn Into Mediocre Sales Managers shared a sales manager problem that we have all experienced.

"When they become sales managers, they expect all of their sales people to be just as hard driving and achievement oriented as they were.  Unfortunately the reality is that most of their sales people don’t share the same degree of drive and perfectionism that they had.  If they did, they would have been promoted to sales manager.

That means that the sales manager often is frustrated with the performance and attitudes of his charges, and confused as to how to change them."

 

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Topics: Sales Management

No More Half Measures

Posted by Chris Young - The Rainmaker

Jan 27, 2016 12:00:00 PM

I binge-watched the hell out of Breaking Bad.

I stayed up way too late when I shouldn't have.

Now I am sometimes find myself muttering, "Yo, yo, yo."

It's my colleague Joe's fault. 

Like Joe, I dislike wasting time. I am "that guy" who powers up Netflix and watches one or two episodes of a series and then bails.

Prior to experiencing Breaking Bad, I considered the program to be a knuckle-dragging series about someone selling Meth. I was wrong on so many levels. 

Vince Gilligan is a story-telling genius. Every Breaking Bad character is carefully woven into the story for a purpose. Blink an eye and you will miss something essential. Despite the characters making a drug that destroys so many lives, I found myself rooting for Walt, his family, Jesse, and Mike.

The 32nd episode in particular, "Half Measures", struck a nerve with me.

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Topics: Sales Management

Your Company Has a Prospecting Problem

Posted by Chris Young - The Rainmaker

Jan 14, 2016 4:00:00 PM

How many of your salespeople are really order-takers?

Recently a Client requested sales personality assessment codes to assess sales candidates. In our conversation they shared that they had recently lost a long-term salesperson who left for "greener pastures". He didn't sound particularly upset so I pulled up the departed salesperson's assessment results to see what caliber of sales talent they were. The departing salesperson did them a favor.

I immediately said, "They didn't prospect much did they?"

"Ah. Nope. Sorry to see them go though. They sure knew a lot of people," replied the sales manager.

That is code talk for "They really didn't sell much."

I replied, "But they didn't prospect did they?"

"Not much at all."

If the salesperson wasn't prospecting by adding value to existing Customers and seeking new ones then they were order-taking. Order-takers are sales posers. They look like a real salesperson from a distance. Real salespeople prospect.

Order-takers are very expensive because they soak up a salesperson's base compensation and they miss opportunities to add value to existing and new Customers.

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Topics: Sales Management

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