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Sales Wolf Blog

Run Away From Sales People With These Traits

Posted by Chris Young

Nov 28, 2018 8:30:00 AM

Few decisions impact a business model more than the quality of sales talent hired to represent a company.

It happens all the time. Sales hiring managers predicting strong sales performance from a candidate who later performed poorly.

This train wreck is easy to avoid.

The candidate positively lit-up multiple biases that the sales hiring manager was unaware were being lit up. The hiring manager should be selecting sales hires based on the merits of their background, education, experience, and sales personality match.  

If only the egos of those involved in the sales hiring process were hedged by a data-driven sales hiring strategy.

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Topics: Sales Selection, Sales Strategy

Why Your Top Salespeople Aren’t

Posted by Chris Young

Nov 20, 2018 9:07:00 AM

...what?

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Topics: Sales Selection, Sales Strategy

Why Your Job Interviews Bring in Crappy Sales People

Posted by Chris Young

Nov 14, 2018 10:00:00 AM

Most sales job interviews are meaningless.

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Topics: Sales Selection, Sales Strategy

Do your salespeople believe?

Posted by Chris Young

Aug 28, 2018 9:41:20 AM

Believers sell value.

Your salespeople either believe in selling value or they do not. There is no "in-between".

Non-believers possess and model a mindset focused on "saving" money and/or order-taking for their Prospects / Clients. Non-believers sell on features, benefits and ultimately price.

Non-believers sell the way they like to be sold to.

Believers, we call them "Sales Wolves", understand their unique value proposition and the value it shapes / creates for the Prospect. With proper training and guidance, they engage the Prospect in a consultative sales process that drips with rich value. As a result, they make strong recommendations for their Prospects and Clients that will create extreme value. Sales Wolves focus on value, not price.

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Topics: Sales Selection

Memo to CEO - You don't have the influence you should have.

Posted by Chris Young

Jun 28, 2018 8:50:38 AM

Dear Ship Captain...

As CEO or VP of Sales of your company, who possibly could have more influence than you in shaping the future of your company?

One or more of these folks:

  • HR.
  • Recruiters.
  • Hiring Sales Managers.

And chances are the influence is not positive despite their best intentions.  

That is unless you are truly maximizing shareholder value by ensuring that every single salesperson is unquestionably a Sales Wolf - a future top 20 percentile performer.

There is only one way to know.  Read on. 

The salespeople you hire today maximize or destroy shareholder value - salesperson losing money

The role of the CEO or VP of Sales.

Let's get this out of the way.  

Your role as the CEO or VP of Sales is to maximize shareholder value.

Are you?

Are you doing whatever it takes to maximize shareholder value?

Interested people do what is convenient. Committed people do whatever it takes.

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Topics: Sales Selection

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.

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Topics: Sales Selection

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.

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Topics: Sales Selection

Private Equity's Huge Sales Miss

Posted by Chris Young - The Rainmaker

Sep 21, 2017 6:45:00 AM

Long story short. 

Private Equity (PE) Firms are failing to optimize their sales teams from the very beginning of ownership.

It seems that PE Firms fail to grasp that the Net Present Value (NPV) of every acquired portfolio company is a DIRECT REFLECTION of the quality of their sales talent - both salespeople and sales management. 

Objectively-measure sales talent potential.

Every portfolio company sales team should be measured to provide the appropriate catlayst to allocated resources to address deficiencies. 

What gets measured gets improved.

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Topics: Sales Selection

Why most salespeople cannot sell value.

Posted by Chris Young - The Rainmaker

Sep 12, 2017 9:00:00 AM

Long story short.

Most salespeople cannot sell value because they lack key "sales personality" elements that drive them to understand and sell value.

If salespeople lack the capacity to understand value, they will be unable to sell it.

Long story.

My statement, "Most salespeople cannot sell value" may be viewed as bold and perhaps overly-harsh by some.

It is the truth.

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Topics: Sales Selection

Your Assistant Is No Longer Welcome Here.

Posted by Chris Young - The Rainmaker

Jul 26, 2017 6:00:00 AM

It's a well-known fact: a good assistant is worth their weight in gold.

The value of a good assistant is maximized when they complete the tasks they are most-qualified to handle.  

However, there is a fine line between utilizing your assistant and having your assistant do your job.

Let's discuss a few scenarios.

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Topics: Sales Selection

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