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Sales Wolf Blog

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.

Read More

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.

Read More

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.

Read More

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.

Read More

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.

Read More

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.

Read More

Topics: Sales Selection

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 Selection

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 Selection

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 Selection

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 Selection

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