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5 Secrets for Hiring Sales Managers Who Are “Master Motivators”
Sales Managers are supposed to be kingmakers—their job is to inspire and guide sales superstars towards glory – and effective sales managers unlock the potential of their sales team, especially when...
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How Your HR Department Can Help Drive Sales Success
For high powered sales vice presidents and sales managers, there is often not enough time in the day. They are busy developing strategies and implementing tactics to drive their companies to the next...
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(The Most) Unacceptable Excuses From Sales Reps
From time to time all sales managers will have at least one rep who is under-performing and not demonstrating the right attitude. Considering the amount of time and money it takes to find and develop...
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What Can Bootstrapped Start-Ups Offer to Hire Sales People?
I answered the following question over on clarity.fm: What do (bootstrapped) startups offer to new sales hires? Commission only? Here I reiterate and expand upon my answer. Having spent the last 25...
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The Problem with the 80/20 Rule for Sales Managers
Many sales managers accept the 80-20 rule – that 20% of their reps make 80% of the sales – which I suppose is acceptable if the sales manager is consistently meeting targets, but it certainly is not a...
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What Priority Should Sales Recruiting Be for a Sales Manager?
Stacking a sales team with great talent is one of the toughest jobs a sales manager will face. The constant pressure to meet immediate goals creates a natural barrier to being patient and waiting for...
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Job Description of a Vice President of Sales
Leadership is defined by results not attributes. —Peter Drucker We are often asked for our guidance on defining the role of the Vice President of Sales and while different companies have different...
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42 Quotes To Inspire Persistence When Selling
We have written about the importance of persistence in selling before (see The Not So Fine Line Between Persistence and Stalking in Sales). Knowing that it plays such an important role in helping to...
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10 Point Checklist for Hitting the Year End Target
Hard work creates opportunity and there is still lots of time to find and close net new deals. Since December marks a great time to work hard towards a strong finish for you and your team, we have...
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Is Your Sales Team Comprised of Order Takers or Order Makers?
Describe cold calling to someone outside of sales and they will cringe at the notion of contacting an unknown person and likely hearing that they don’t want to speak. Even sales people who claim to...
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What I Wish I Knew Before Becoming a Sales Manager
When I became the leader of a sales team for the first time in the mid 90’s, I did not have the luxury of selling for many years and being mentored by someone who could teach me the ropes. Instead, I...
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Skill Sets Only the Best Sales Managers Possess
A recent Gallup poll found that 82 percent of the time, companies fail to choose the candidate with the right talent for a management position. The research looked at managers for a wide range of...
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Handling Counter Offers in Recruiting
Having to deal with counter offers is one of the most difficult challenges facing successful companies looking to grow and attract great talent. Great employees are hard to find, highly sought after...
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17 Statistics To Improve Cold Calling In 2015
Debate rages between sales experts that advocate cold calling is “dead” or “dying”, and those who see it as “rising from the dead”, “not dead”, or only “semantically dead.” The truth is, sales...
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Six Sales Onboarding Tools to Welcome and Train New Hires
Each year, the Aberdeen Group surveys more than 200 companies to ask them about their new hire onboarding efforts. The report finds that best-in-class companies that offer dynamic onboarding programs...
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Peak’s Top Sales Influencers on Twitter
Surrounding oneself with positive energy and successful people is critical for developing and feeding the mindset that leads to high achievement and happiness. Over the years, we have had the pleasure...
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Common Denominators of Uncommonly Good Sales Organizations
If you had the opportunity to survey a wide range of top performing sales organizations and the top performers that support their winning sales teams, you’d find some steady trends. Top organizations...
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Take The 2015 Sales Management Tools Survey
Tools are a critical component of any great sales team. The problem is, there are a lot of sales tool options. Some tools help achieve results, while some, if not leveraged properly, hamper sales...
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Want to Succeed as a Sales Executive? Good Luck.
“Good luck!” Who doesn’t love to hear those words? Typically, they are words of encouragement. Joyful, even enthusiastic. Designed to leave someone with pleasant feelings about the future. They are...
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Start-Up Sales and Hiring Advice: Don’t Stop Selling Once You Hire Your First...
We are approached by many companies seeking to hire their first sales person. This is an exciting time for young companies and often it is excess demand that seemingly requires the addition of a new...
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