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Sales Wolf Blog

Building a Sales Team From Scratch

Posted by Chris Young

Dec 5, 2018 9:10:00 AM

You only have one chance to do this the right way.

Building your sales team will define the short- and long-term success of your business. You only get one shot. When your company is founded or when a new business unit is first set up, assembling a team of Sales Wolves is critical.

But here is the sobering truth: Few organizations do it well.

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Topics: Sales Management, Sales Culture, Sales Strategy

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

2018 Sales Are Baked In

Posted by Chris Young

Sep 18, 2018 4:53:44 PM

The final quarter of 2018 begins in a few days.

For all intents and purposes, 2018 sales performance is baked in. There is little you are going to be able to do right now to level jump sales unless you made bold strategy executions a year ago.

Unless you make decisive action soon, 2019 will be largely baked in as well.

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Topics: Sales Strategy

Is your sales team prepared for the coming recession?

Posted by Chris Young

Jul 19, 2018 7:57:20 AM

Long story short.

A strong economic storm is brewing. 

The second longest economic expansion in US history is about to end. 

Are you and your sales team positioned to capitalize on the next recession or become a victim like so many?

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Topics: Sales Strategy

How to Achieve Peak Performance Mindset in Sales

Posted by Chris Young

Mar 10, 2018 2:59:00 PM

"Winning is not a sometime thing; it's an all the time thing. You don't win once in a while; you don't do things right once in a while; you do them right all of the time. Winning is a habit. Unfortunately, so is losing." - Vince T. Lombardi

Coach Vincent T. Lombardi's words are burned into my soul. 

If you truly intend to achieve peak performance mindset in sales...

Then do the following without compromise:

  • Hire only those salespeople who possess a winning mindset for a particular sales role.
  • Coach, encourage, inspire, motivate and honor the greatness in your salespeople to help them maximize their potential.
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Topics: Sales Strategy

Be like Apple.

Posted by Chris Young

Mar 1, 2018 9:35:00 AM

Full disclosure.

I am an Appleholic. I love, love, LOVE EVERYTHING Apple.

Apple's products and ecosystem are simple, elegant, intuitive and productivity magnifiers. And in case you are unaware, Apple makes products their Customers should want.

Ten years ago we went from recycling tired laptops / PCs every two years to buying and keeping Apple's MacBooks and iMacs.

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Topics: Sales Strategy

Use Daylight Saving Time To Jumpstart Your 2018 SALES MINDSET

Posted by Chris Young

Nov 5, 2017 3:30:00 PM

The end of Daylight Saving Time is upon us once again.

Many view Daylight Saving Time as an extra hour of sleep, working out or playing Call of Duty.

Daylight Saving Time is your wake up call to get your house in order.

Personally, the end of Daylight Saving Time is a pattern interrupt; a call-to-action to get my strategic house in order.

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Topics: Sales Strategy

The Fourth Challenge With Challenger Selling

Posted by Chris Young - The Rainmaker

Apr 19, 2016 8:18:56 PM

If you have not read The Challenger Sale, you need to.

If you have yet to read Challenger Sale by Matthew Dixon and Brent Adamson, I highly-recommend you put this powerful sales book on your reading short list. 

For a tight, 15-page summary, download the Best Sales Book Summary from Hubspot.

For an even tighter summary, following is an excerpt from The Challenger Sale Amazon.com book listing:

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies,The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

 

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Topics: Sales Strategy

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