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Sales Wolf Blog

What You Must Learn From Your Adapted High Performers

Posted by Chris Young - The Rainmaker

Jun 6, 2017 8:32:17 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 3:00:00 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

Conversations, Combat and Happy Talk

Posted by Chris Young - The Rainmaker

Mar 21, 2017 6:30:00 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

It's Too Late To Dramatically Improve Sales In 2016

Posted by Chris Young - The Rainmaker

Dec 29, 2015 6:15:00 PM

Now is the time to shape 2017.

Unless you have already made significant ongoing improvements to your sales talent, systems, and culture, there is little you can do to measurably move the sales revenue needle for 2016.

The sales "train" has already left the station. 2016 is largely baked in.

What is destined to happen in 2016 was put into motion 12 to 24 months ago.

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Topics: Sales Performance

How To Turbo-Charge Your Sales Coaching With Candor

Posted by Chris Young - The Rainmaker

Sep 7, 2015 4:00:00 PM

The best sales manager I ever had.

I would have walked through walls and fire for Steve. When I worked in economic development I had the privilege of working with the best sales manager I ever had. He was seasoned, polished, and expected results. 

Steve knew how to get the best out of me while softening some of my sharp edges.

Two traits I particularly appreciated most about Steve:

  1. He was the real deal. Steve had "been-there-done-that" and what he didn't know, he would improvise and no one else would know it. 
  2. He was candid. I always knew where I stood with Steve - both good and not-so-good. He provided frequent feedback and never sugar-coated it.
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Topics: Sales Performance

What Sales Management Must Learn From The U.S. Women's National Soccer Team

Posted by Chris Young - The Rainmaker

Aug 7, 2015 11:46:00 AM

The key to winning is analytics.

Jill Ellis is the coach of the U.S. World Cup championship team. A recent article from the June 22, 2015 Vice Sports article by Leander Schaerlaeckens sets the tone well:

"In the year since her 
appointment, Ellis has delved deep into advanced metrics, hoping to set her team apart. Some other countries use heart rate and GPS monitors. A few may be using some analytics as well. But none seem to exploit these newfangled tools as extensively as the Americans now do."

I highly recommend reading the entire article. 

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Topics: Sales Performance

What Sales Management Must Learn From Superathletes

Posted by Chris Young - The Rainmaker

Jul 22, 2015 4:00:00 PM

Superathletes use science and technology to gain a sustainable competitive edge.

The field of sales is ripe with opportunity to emulate what superathletes have been using to gain a sustainable competitive edge. 

Recently, I read, "Faster, Higher, Stronger" How Sports Science Is Creating a New Generation of Superathletes by Mark McClusky. McClusky shares fascinating insights into how significant improvements have been made in the athletic world through improved understanding of our bodies and training.

McClusky wrote:  

"What I’ve come to believe is that there aren’t any easy answers to the question of what makes a great athlete— so many factors have to align to give us transcendent performers like Serena Williams and Usain Bolt. But there is a thread that unites our best athletes and teams today, and that’s an increasing focus on science and technology as a way to push the boundaries of human performance." 

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Topics: Sales Performance

You Can Afford To Pay New Salespeople A Lot More

Posted by Chris Young - The Rainmaker

Jul 15, 2015 3:00:00 PM

The painful truth.

The painful truth is you are burning through far more salespeople than you should be burning through. So are your competitors.

It is destroying your brand.

You, like everyone else, are hiring B and C salespeople thinking you need feet on the street and the worst hires will weed themselves out. This sales hiring "strategy" is a recipe for mediocrity.

Alpha sales wolves produce a multiple of that of B and C salespeople. One alpha sales wolf can produce that of five to ten B salespeople and ten to twenty C salespeople.

The truth is you CAN afford to pay your new alpha sales wolves a LOT MORE than you currently are and you must. Your future depends upon it.

You just need to stop hiring B and C salespeople who destroy your brand more than sell. Use the saved recruiting, sales training, and wasted compensation to increase the base compensation of your new alpha sales wolves. Your sales wolves will love you. Loyalty will increase. And your competitors will be forced to match your high base compensation.

What are you waiting for?

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Topics: Sales Performance

Are You Prepared For The Coming Hurricane In Sales?

Posted by Chris Young - The Rainmaker

May 26, 2015 1:30:00 PM

"There are people who make things happen, there are people who watch things happen, and there are people who wonder what happened. To be successful, you need to be a person who makes things happen." - Jim Lovell

You either get performance analytics or you don't.

Folks, there is a coming "hurricane" in sales. It is called "performance analytics".  Performance analytics is going to be a game changer of epic proportions. Most people are using some level of performance analytics currently. It's just not likely to be the depth and breadth necessary to remain competitive.

You can either dramatically improve your performance analytics now and shape your future accordingly or you can be permanently chasing competitors who have. 


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Topics: Sales Performance

What You Must Do With A Lead Who Isn't A Good Fit

Posted by Chris Young - The Rainmaker

Jan 30, 2015 3:08:00 PM

You immediately walk away. 

There must be a pony in here somewhere.

A lead is either a brilliant fit or it is horse shit. There is no gray area when it comes to what is a quality lead. When you see a bad lead, you must leave it right where you found it.   Never dig through horse shit to make a lead viable.  

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Topics: Sales Performance, Sales Culture

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