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

Your Company Has a Prospecting Problem

Jan 14, 2016

How many of your salespeople are really order-takers? Recently a Client requested sales personality assessment codes to assess sales candidates. In our conversation they shared ...

Sales Selection

The ROI of Hiring Only the Best Salespeople

Jan 7, 2016

If you replicated your best salespeople, how much would you increase sales? Chances are the sales increase would be significant. What are you waiting for? Have you heard of the ...

Sales Performance

It's Too Late To Dramatically Improve Sales In 2016

Dec 29, 2015

Now is the time to shape 2017. Unless you have already made significant ongoing improvements to your sales talent, systems, and culture, there is little you can do to measurably ...

Sales Culture

The Best Christmas Present You Can Give Your Sales Team

Dec 21, 2015

Is radical candor. Right now you may be thinking, "Chris... How do "candor" and "Christmas present" fit together?" Aside from the obvious spiritual meaning, I like to believe the ...

Sales Management

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 ...

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