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Sales Wolf Blog

How to Turn Around a Sales Team

Posted by Chris Young

Dec 19, 2018 7:02:00 AM

Is your mindset one that is reactive or proactive?

For most CEOs and sales leaders, turning around a sales team is a reactive, futile effort that occurs ONLY when the sales team is floundering or dragging the company under. In most reactive sales team turnaround instances, the effort is futile because the mindset that got them to floundering / dragging the company under is what ultimately keeps the doomed company on track to destruction.

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Topics: Sales Management, Sales Culture, Sales Strategy

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

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