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Sales Wolf Blog

What Sales Wolves Deliver

Posted by Chris Young - The Rainmaker

Apr 4, 2019 8:45:00 AM

The quality of your sales talent is one of few elements to profoundly impact the long-term success of your business.

Yet, few organizations have the recruiting structure in place to attract, identify, and ultimately hire Sales Wolves -- high achievers.

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Topics: Sales Selection

Is the ideal sales team comprised of all Sales Wolves?

Posted by Chris Young - The Rainmaker

Feb 26, 2019 7:59:00 AM

I spend a great deal of time writing about Sales Wolves.  What defines a Sales Wolf. How many organizations lack them or once they have them, fail to nurture and retain their Wolves.

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Topics: Sales Selection

Sales Wolves Do Not Always Interview Well

Posted by Chris Young - The Rainmaker

Feb 6, 2019 8:31:00 AM

When a person is purchasing a sports car, they do not go to the dealership and randomly test drive every single car on the lot until one feels right. They do not test drive a minivan, nor a SUV. They go directly to the sports cars. Why? Because they came to purchase a sports car! To test drive other vehicles would be a WASTE OF TIME.

Yet in the sales hiring process, we have all kinds of inefficiencies for God only knows what reason. I believe this is due to disorganization, lack of business acumen and power intoxication. What gets measured gets improved. Most sales hiring is done in a very ad hoc manner.  

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Topics: Sales Selection

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 Strategy, Sales Selection

Why Your Top Salespeople Aren’t

Posted by Chris Young

Nov 20, 2018 9:07:00 AM


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Topics: Sales Strategy, Sales Selection

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 Strategy, Sales Selection

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

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