Sales Wolf Blog

The Alternative Facts of Bad Sales Hiring

Posted by Chris Young - The Rainmaker

Feb 9, 2017 5:00:00 PM

Unless you have been under a rock the past few weeks, you have heard the phrase, “Alternative Facts.” Kellyanne Conway, Counselor to the President, coined this phrase when she defended White House
Press Secretary Sean Spicer's statements regarding Donald Trump's inauguration.

Chuck Todd responded by saying "Alternative facts are not facts. They are falsehoods." 

“Alternative Facts” sounds very subjective, doesn't it? Are alternative facts an outright lie? A half-truth? Or, the perceived “reality” of the person providing the facts?

We aren’t here to go into the politics of the phrase, because that is irrelevant.  We would like to address how Alternative Facts damage sales hiring outcomes.

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The Sales Management Lesson of Tom Brady

Posted by Chris Young - The Rainmaker

Feb 6, 2017 5:45:00 PM

Mindset leadership is what separates winning sales teams from the rest.

The mindset of any team reflects their collective talent and belief.

Ever notice how some teams throw in the towel once they are behind while others never, ever give up?

Me too.

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Topics: Sales Management

Five Reasons Why Sales Wolves Hate Your Culture.

Posted by Chris Young - The Rainmaker

Jan 26, 2017 10:30:00 AM

Is your sales culture worthy?

Is your sales culture worthy of the love from the best-of-the-best sales professional, the Sales Wolf?

Not so fast...  Don't assume you have a Sales Wolf on your team because it is possible but unlikely.

Reality check - A salesperson who outsells everyone on your sales team is not necessarily a Sales Wolf.

Sales Wolves are rare.

Most everyone wants to win at some level.

What separates Sales Wolves from everyone else is the level they will push themselves to win.

Sales Wolves are absolutely relentless.

When a Sales Wolf loses (which isn't often), they quickly look in the mirror at the cause of their lost sale. They autopsy to see where they can improve. They then make improvements and repeat.

Sales Wolves abhor excuses. They hate posers. They hate wasting time.

Sales Wolves LOVE the hunt and they LOVE results.

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Topics: Sales Culture

What You Must Do When a Salesperson Is Terminated

Posted by Chris Young - The Rainmaker

Jan 19, 2017 4:00:00 PM

Now is the time for reflection and pain. 

Somewhere or perhaps everywhere, you screwed up. You could ignore the circumstances and hope history does not repeat itself or your can choose to learn from it.

I recommend learning from it.

The termination of a salesperson impacts far more than the bottom line. 

Behind every termination you will find a human being that you somehow failed.

You owe it to current and future salespeople to learn from your mistakes.

You owe it to your shareholders to learn from this experience.

You owe it to your Customers.

Let's get started.

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Topics: Sales Hiring

Seven Sales Manager Habits That Sabotage Success

Posted by Chris Young - The Rainmaker

Jan 10, 2017 2:30:00 PM

All problems start at the head.  

A strong sales manager will propel your sales team forward. 

A lousy sales manager will destroy sales potential.

The sales manager sets the tone.

Watch for upcoming articles in our Sales Manager Sabotage series.



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Topics: Sales Management

It Takes More Than Training To Make a Challenger

Posted by Chris Young - The Rainmaker

Nov 22, 2016 12:00:00 PM

A recent post written by a self-described "writer and content marketer" caught my attention. In the post, the author shared their Three Step Guide to Becoming a Challenger Salesperson.

The three steps:

  • Step One: Identify Your Opportunity.
  • Step Two: Identify the Strongest Solutions.
  • Step Three: Incorporate Your "Lesson" Into Your Messaging.

The advice is good except for one exceptionally dangerous assumption.


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Topics: Sales Training

Wells Fargo Just Set the Sales Profession Back 20 Years

Posted by Chris Young - The Rainmaker

Sep 20, 2016 12:00:00 PM

"I would do anything for love, but I won't do that..."

As a young entrepreneur I loved to hustle. I delivered newspapers, babysat, mowed lawns and painted houses. 

I never, ever called myself a salesman. If someone asked me what I did, I used the task to describe what I did.

It really wasn't cool to be a salesman back then. In fact, the mental imagery I had in my head regarding the sales profession at the time was of a pushy, arrogant, scheming used car salesman.

Movies like Glengarry Glenn Ross (1992), Used Cars (1980) and Boiler Room (2000) embodied the general mindset about sales at the time. 


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Topics: Sales Culture

Are Your Salespeople Working Hard or Hardly Working?

Posted by Chris Young - The Rainmaker

Aug 30, 2016 6:00:00 AM

Blind faith is not a strategy.

Do you know, I mean really know just how hard a particular salesperson is working?

Or does making quota serve as a proxy that your salespeople are putting in their time? 

That is blind faith.

Many in sales management operate on blind faith. In fact, it seems that many believe reviewing activity levels as a sign of distrust and disrespect.

This mindset speaks volumes about the sales manager, the salesperson and the culture of the sales team.



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Beware of The Sales Experience Trap

Posted by Chris Young - The Rainmaker

Aug 23, 2016 12:00:00 PM

Show me two salespeople...

Show me two salespeople with seemingly the same required two years of sales experience on paper and it is very likely that one will be far more qualified than the other.

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Get Rid of Your Backup Plan

Posted by Chris Young - The Rainmaker

Aug 14, 2016 9:00:00 AM

Cortés began his impossible conquest by burning the boats. 

For more than 600 years conquerors had unsuccessfuly attempted to colonize the Yucatan Peninsula.

What seemingly made the difference was mindset.

In 1519 Cortés took away the only backup plan he and some 600 Spaniards and 16 or so horses had. He ordered the boats to be burned.

Burn your boats.

Get rid of your backup plan. 

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Topics: Sales Management, Sales Culture

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