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Sales Wolf Blog

Chris Young

Chris is the founder of The Rainmaker Group (established in 2000). The Rainmaker Group uses an advanced "Moneyball Approach" to help Clients select "wolf class" salespeople that scare the hell out of the competition. People and numbers fascinate Chris. Over the last decade, he has fine-tuned the "Rainmaker Talent Selection Algorithm" to identify future performers. His work has dramatically-improved the productivity and profitability of many companies.
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Recent Posts

Do Your Salespeople Sense Care?

Posted by Chris Young

Jan 25, 2018 4:00:00 PM

You are a working sales manager. Your salespeople see you in the trenches right by their side. You hustle and grind with them. You are flexible and perhaps even benevolent.

You have their backs perhaps even to the point where you let it slide when they don't use that expensive CRM software very much (or at all) or make the calls they should be making to deliver the quarter.

You remember that one time they slayed it and they remember how much you care.

But that is not what I mean by "sense care".

What I mean is, do your salespeople sense that you actually have meaningful standards that are non-negotiable? 

Or are you so nice that everything is negotiable?

Great sales teams are built one salesperson at a time using psychometric assessment test.

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Topics: Sales Wolf Mindset

Make 2018 The Year of Proper Form

Posted by Chris Young

Jan 9, 2018 6:00:00 AM

The 2018 sales sprint begins!

Is your mindset ready? How about the mindset of your sales team?

Are you and your sales team taking the necessary actions that will crush 2018?

Are you and your sales team using proper form?

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Topics: Sales Culture

The Ultimate Sales Performance Turbocharger

Posted by Chris Young

Dec 14, 2017 8:30:00 AM

Resilience - the ultimate sales performance turbocharger.

Salespeople with resilience achieve greater and more consistent periods of sales performance than those without.

Resilience defined.

American Psychological Association defines resilience as: The process of adapting well in the face of adversity, trauma, tragedy, threats or significant sources of stress -- such as family and relationship problems, serious health problems or workplace and financial stressors. It means "bouncing back" from difficult experiences. 

 

 

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Topics: Sales Wolf Mindset

Use Daylight Saving Time To Jumpstart Your 2018 SALES MINDSET

Posted by Chris Young

Nov 5, 2017 4:30:00 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

Your Sales Team's Mindset: Your Most Valuable Asset

Posted by Chris Young

Oct 26, 2017 9:30:00 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 Hiring

The Leadership Boom Is Making Sales Managers Stupid

Posted by Chris Young

Dec 17, 2014 10:30:00 AM

Tim Sanders recently penned a piece titled, Is the Leadership Boom Making Us Bad Managers?

Tim writes...  

"Over the last fifteen years, leadership programming has dominated training programs, bestseller lists and conference agendas. No one really wants to write or talk about management, as it lacks the allure of helping others become leaders...
 
But still, there's something eating away at me: Are we neglecting to train managers on what it takes to manage? Name a best selling book you've read on it lately. How about a general session keynote at a conference on management excellence?" 

I have been concerned about this for some time.

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Topics: Sales Management

Keep Tabs On Your Top Performers

Posted by Chris Young

Dec 5, 2014 12:33:30 PM

Are your top salespeople quietly unhappy? Do you have a star performer outside of sales considering a move where they will be loved more than they are currently?

Tasha Eurich's post titled "Eight Enduring Lessons I Learned From My Clients in 2014" hooked my attention - particularly number 6 - Keep Tabs On Your Performers.  

Eurich offers sage advice that you must hear.  Stop what you are doing and focus on her words.  She shares:

"I am always amazed at how surprised some executives are when star performers leave. Smart executives understand that since their superstars are being actively recruited, they must keep tabs on how they’re doing. You can’t be so removed from their day-to-day reality that it’s a surprise when you learn that they weren’t happy. Also, their resignation letter is not a signal to negotiate. At that point, you’ve already lost them. For your best employees, you have to stay involved in their world. Conduct, or ask their manager to conduct, regular “stay interviews” that head off any retention issues as they arise."

I could not have said it better myself.  

 

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Topics: Sales Management

How The Best Salespeople Sabotage Their Own Potential

Posted by Chris Young

Dec 2, 2014 11:30:00 AM

The best salespeople often sabotage their own potential.

If you are like me, you play to win.  It is hard-coded in your DNA.  Losing is not something you take lightly.  

Do you use your word against yourself?  Do you say things like, "Sometimes I am so stupid" or "I suck"?

Sounds insignificant, doesn't it?  I often hear people proclaim, "I am hardest on myself."  It is almost like a badge of honor. 

Negative self talk should not be a badge of honor.  

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Topics: Sales Performance

Are Your Salespeople Motivated Like Don Draper? (Part 3 of 5)

Posted by Chris Young

Nov 20, 2014 10:30:00 AM

This is part 3 of a 5 part blog series on How to Know If You are Hiring A Don Draper Salesperson.

My first 100 sales hires sucked

Do you ever recall the past and remember things better than they really were? I like to think I was 40 percent successful in my early days of hiring salespeople, which is not great...  but it was likely closer to 15 percent.  

I was horrible.  

One early sales-hire seemingly showed a lot of promise.  I thought I did my homework on him. I scrutinized his past work history. When I checked his references, they passed him off as a gladiator.  When I flew out to meet him, he said all the right things.  He had past sales experience that appeared strong.  

Was I ever wrong.  The first sign  was when I could hear his children in the background on a conference call with a Prospect. Can you hear "Twilight Zone" music playing loudly like I can right now?

When I eventually fired him, it was almost a relief for him.   

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Topics: Sales Performance

Show me a good loser and I will show you a loser

Posted by Chris Young

Nov 13, 2014 10:00:00 AM

Vince Lombardi said it best...  "Show me a good loser and I will show you a loser." 

Losers are brilliant at losing.  They take it in stride.  They expect to lose.  

Keenan - A Sales Guy recently wrote a post titled "Why Sales People Aren't Supposed To Win Every Sale"

I encourage you to read his post.  

I have been following Keenan for some time.  I get what I believe he is ultimately trying to say...  "The best expect to win every deal that creates substantial value for the buyer and walk away from everyone that doesn't."

But how he gets to that point concerns me.  Keenan argues that salespeople are not supposed to win every sale and if that is the attitude they have in selling, as a manager or as a sales person, they are a "shitty" salesperson.  

 

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Topics: Sales Culture

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