02.21.18 | Best Hiring Practices | Graham Hawkins, Founder & CEO at SalesTribe
Put simply, it’s impossible for your business to be “customer centric” while you continue to run a sales-focused culture. That is, if you still measure and manage B2B salespeople around sales quotas, commissions, and a steadfast focus on top-line revenue attainment, then you are being surpassed by the savvy vendors whom have already woken up to the new reality, which is a sales culture that drive employee engagement. It’s time to re-think sales culture and what drives relationships and revenue.
07.27.17 | Job Search & Career | Graham Hawkins, Founder & CEO at SalesTribe
It’s easy to point to the competition, the economy, outdated methods, information parity, and even a lack of pipeline for sales underperformance. But the truth of the matter is that salespeople simply don't spend enough time selling.
07.10.17 | Sales Recruiting | Matt Schlessman, Principal at Sutherland Road Associates
Hiring great salespeople is tough… You need to invest time, money, and resources in order to bring the best possible team onboard. You need the right sales hiring approach to build a team of top performers. But getting the right team onboard is only half of the battle. Before you can hire top sales performers, it’s important that you are ready to provide the foundation and resources to enable peak sales performance.
05.17.17 | Sales Recruiting | Chelsey Canavan, Marketing Manager at Treeline, Incorporated
There are certain undeniable sales characteristics of top sales performers. You know those intangibles that spark the argument are you born or made a salesperson. However, the sales characteristics I am referring to are what makes one salesperson a fit for a sales job over another. One of the biggest reasons companies fail to hire the right salesperson for their sales job, is that they hired for the wrong sales characteristics.
05.11.17 | Sales Recruiting | John Klymshyn, Author and Speaker at The Business Generator, Inc.
It’s all about the language…When a Sales Manager wants to find a way into the hearts and minds of their people, they may explore a variety of routes. “Maybe I could run a contest…” “Maybe I could give them a half day off….” “I think I would like it, if I were still in Sales, if my manager did_______” The reason that precious few of these take hold in the head and heart of most sales people is that they are focused on some sort of tired call-and-response approach to drawing the best out of sales people. “If I do this action, I hope to get this result.” Sorry, NO.
02.16.16 | Sales Recruiting | Sean Cashman, Division Manager at Treeline, Inc.
People move on from their jobs for many reasons but there are only 2 real differentiators in those reasons:1.) To move closer to something 2.) To get further away from something. Most employers would like to think that when they lose a key employee, it is because he or she found a substantial opportunity to advance his/her career…but that is not always the case. Don’t get me wrong, the candidates I speak to always talk about how they want to take a step in the right direction in their career and advance professionally and financially.
07.14.15 | Sales Recruiting | Sean Cashman, Division Manager at Treeline, Incorporated
Here we are, in the madness of the summer season, the sun is shining, people are taking vacations, and we are still trying to get work done. We are 2 weeks into Q3 and we know that we have 2 months of summer fun and sunshine ahead of us before buckling down and really get back our teams back to focusing on the number and make plans for the final push in Q4. (Can you believe that we are actually talking about Q4 and EOY?!)