There’s a lot of buzz today around sales onboarding and sales enablement. You may be wondering if sales onboarding should be on your executive team’s priority list of corporate initiatives.…
How to Make Reference Checks Invaluable
If you talk with most sales leaders and HR executives, they will tell you that they get very little value out of reference checks. Due to the nature of labour…
What Sharp Interviewers Ask Themselves
You walk into the boardroom to interview a sales candidate. As you look across the table, there should be a big question on your mind. The wrong answer to this question…
Counting Minutes?
Imagine you have two sales people on your team. The first one makes 25 outbound calls in an hour. The other makes 35 calls in an hour? Who did a better job? Ahh… you…
6 Questions to Shape Your Finalist Presentation Strategy
The day started just like any other day for Lisa. Then, the call came! It was ABC Company’s procurement officer telling her that he loved the RFP response, selected her…
Sales Compensation Using the Equilateral Triangle Method
There are few more critical decisions that business leaders make than how they compensate their sales organisation. Unfortunately, many look at this issue from a single vantage point. How much do we want our sellers to earn…
Building a Sales Metric Management System
Thinking back to one of the great cult films of the 1980s… Caddyshack. There is a conversation between Ty Webb (Chevy Chase) and Judge Smails (Ted Knight) in the locker…
How to Hire a Sales Manager with The Right Skills for The Job
One of the most critical decisions a company will make is the hiring of the right sales leader. However, many business owners and executives make the all too common mistake…