The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (15)

Do You Have Your Sales Team's Back?

Dec 9, 2015

Dear CEO... Sales management incompetence destroys your sales team's confidence in you. And you must have their confidence. Your reputation is directly reflected through the ...

Sales Selection

How To Implement A Moneyball Sales Hiring Program

Dec 2, 2015

What will your legacy be? Your proverbial "fork in the road" is immediately ahead. Will your legacy be one of zealous guarding the status quo or one of a never-ending quest to ...

Sales Selection

Where To Incorporate Sales Personality Testing In Your Hiring Process

Nov 5, 2015

Long story short. The earlier valid sales personality testing is implemented in your sales hiring process the better. Two primary issues with sales personality testing. The ...

Sales Selection

Past Sales Performance Is Not Necessarily Indicative of Future Results

Oct 22, 2015

A typical financial investment prospectus will contain the following warning. Past performance does not necessarily translate into future performance. The message is clear. Be ...

Sales Selection

The "New" Killer Sales Interview Question You Must Ask

Oct 14, 2015

"Whether You're Qualified Depends on How You're Quantified." I just read about the following interview question in an HBR article, "How do you measure how you’re improving your ...

Eight Management Mindsets Essential To Hiring The Best Salespeople

Sep 24, 2015

Do you expect to win every sale? Your sales team is a DIRECT REFLECTION of your mindset - the way you think. Do you play to win or not to lose? You either expect to win every sale ...

Sales Performance

How To Turbo-Charge Your Sales Coaching With Candor

Sep 7, 2015

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 ...

Sales Performance

Why We Refuse To Offer Client References & Testimonials

Sep 3, 2015

Client references & testimonials are a false God. References and testimonials are used by salespeople to do what they themselves are unwilling and/or unable to do. Sell. I ...

Sales Selection

If You Keep Hiring Sales Losers You Are Going To Get Fired

Aug 30, 2015

The quality of salespeople you hire are a DIRECT reflection of you. Poor-performing salespeople destroy reputations. When you hire low-performing salespeople... If you are the ...

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