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Sales Wolf Blog

You Can Afford To Pay New Salespeople A Lot More

Posted by Chris Young - The Rainmaker

Jul 15, 2015 2:00:00 PM

The painful truth.

The painful truth is you are burning through far more salespeople than you should be burning through. So are your competitors.

It is destroying your brand.

You, like everyone else, are hiring B and C salespeople thinking you need feet on the street and the worst hires will weed themselves out. This sales hiring "strategy" is a recipe for mediocrity.

Alpha sales wolves produce a multiple of that of B and C salespeople. One alpha sales wolf can produce that of five to ten B salespeople and ten to twenty C salespeople.

The truth is you CAN afford to pay your new alpha sales wolves a LOT MORE than you currently are and you must. Your future depends upon it.

You just need to stop hiring B and C salespeople who destroy your brand more than sell. Use the saved recruiting, sales training, and wasted compensation to increase the base compensation of your new alpha sales wolves. Your sales wolves will love you. Loyalty will increase. And your competitors will be forced to match your high base compensation.

What are you waiting for?

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Topics: Sales Performance

Are You Prepared For The Coming Hurricane In Sales?

Posted by Chris Young - The Rainmaker

May 26, 2015 12:30:00 PM

"There are people who make things happen, there are people who watch things happen, and there are people who wonder what happened. To be successful, you need to be a person who makes things happen." - Jim Lovell

You either get performance analytics or you don't.

Folks, there is a coming "hurricane" in sales. It is called "performance analytics".  Performance analytics is going to be a game changer of epic proportions. Most people are using some level of performance analytics currently. It's just not likely to be the depth and breadth necessary to remain competitive.

You can either dramatically improve your performance analytics now and shape your future accordingly or you can be permanently chasing competitors who have. 

 

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Topics: Sales Performance

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.

When I ask executives what they believe the cost of a bad sales are, most focus on turnover costs. The truth is the real costs of a bad sales hire run far, far higher than just turnover costs.

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: Sales Performance, Sales Selection

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 alpha sales wolves, 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

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

The Real Reason Why Winners Win and Losers Lose

Posted by Chris Young

May 20, 2014 2:00:00 PM

They expect to...

As a student of sales performance over the last 20 years, I have come to realize that some salespeople are predisposed to approach winning / losing a sale in a particular way.  Some salespeople "play to win" while others "play not to lose".  A recent study sheds additional light on the science of winning and losing.  

Winners win and losers lose - more often.  
 
My experience as a consultant, past sales VP, sales manager, and life-long salesperson supports the following:  A salesperson's mindset or viewpoint of their world is impacted by their Behaviors, Motivators, Acumen, and Skills, life experiences, and beliefs.  

I have never believed that some people are luckier than others...  In fact, I do not believe in luck.  In sales, a sales wolf (those who consistently produce in the top 20th percentile) creates their own luck by doing their homework, fast feedback looping, staying focused, and resiliance. 

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Topics: Sales Performance

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