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Sales Wolf Blog

Listening - The ESSENTIAL selling skill for order-takers.

Posted by Chris Young - The Rainmaker

Oct 5, 2017 7:15:00 AM

Long story short.

If you are like me, you are never satisfied with the status quo.

And chances are you do not do well with "happy talk".

"Happy talk" is what well-meaning sales authors, consultants and training "experts" espouse to the masses. Their target audience is salespeople - the majority of which shouldn't be in the noble profession of sales.

They mean well.

Sales pundits share pithy boring statements like, "Listening is the ESSENTIAL selling skill for salespeople."

If real salespeople - Sales Wolves - engaged Prospects who POSSESSED the capacity to care about their salesperson's value proposition, the world would be a better place!

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Topics: Sales Training

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: Hiring Salespeople

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: Hiring Salespeople

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: Hiring Salespeople

What You Must Learn From Your Adapted High Performers

Posted by Chris Young - The Rainmaker

Jun 6, 2017 7:32:17 AM

Sales efficiency is the objective.

When you have maximized sales with minimal friction and cost, you will have achieved sales efficiency. 

Sales efficiency is diminished when:

  • Sales Talent - Poor sales hiring decisions are allowed to continue unchecked.
  • Sales Systems - Sales systems are not habitually followed.
  • Sales Culture -Behaviors contrary to an accountable, performance-driven sales culture are allowed unchecked.

 

There is always, always room for improvement.

Strategic CEOs and Sales VPs realize that true sales efficiency is something that is truly never completely achieved yet always pursued.

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Topics: Sales Performance

The Key To Building A Mentally Tough Sales Team

Posted by Chris Young - The Rainmaker

May 18, 2017 2:00:00 PM

Mental Toughness requires...

The best sales talent coupled with solid Mindset habits.

We call the best salespeople, "Sales Wolves".

"Sales Wolves" have the Talent AND Mindset habits to consistently sell in the top 20th percentile.

Reduced or complete lack of a baseline level of sales talent translates into little or no Mental Toughness in the long-run.

 

 

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Topics: Sales Performance

Your Sales Team Has a Failure Problem

Posted by Chris Young - The Rainmaker

Apr 20, 2017 12:30:00 PM

"Success has many fathers, while failure is an orphan." - Count Galeazzo Ciano (1903-1944), The Ciano Diaries, 1939-1943, Vol. 2.

Long story short.  

Everyone loves winning but few are willing to embrace the journey that includes the requisite failures necessary to win.


There are four failure problems in sales:

  • The right kind of failure is not tolerated.
  • The right kind of failure does not occur frequently enough.
  • The wrong kind of failure is tolerated.
  • The wrong kind of failure occurs too often.

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Topics: Sales Culture

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.

 

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Topics: Sales Hiring

Conversations, Combat and Happy Talk

Posted by Chris Young - The Rainmaker

Mar 21, 2017 5:30:00 AM

Sales Wolves embrace conflict. 

Ever heard a salesperson get into a combative discussion with a prospect?

Frightening, right? 

If you are frightened by this thought, please go here.

I get excited by Challenger-level conflict. I mean really excited. 

I am excited thinking about Challenger-level conflict right now...

Positive dialogues are those that advance understanding and value for both the buyer and seller. Call me and debate with me. If you are increasing my understanding and creating value, I am going to engage you.   

The need to be viewed as nice is a serious barrier to winning in most sales environments. It is pounded into our heads at a young age and throughout our professional lives, "the nice guy/gal finishes first." 

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Topics: Sales Performance

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.

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Topics: Sales Hiring