The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (17)

The Critical Sales Training Every Sales Rep Must Have

Jul 10, 2015

The lack of personal accountability is the most costly disease in sales. Developing personal accountability is the most critical "sales training" you can provide your sales team. ...

Sales Selection

Let Your Competitors Hire The B Salespeople

Jul 8, 2015

Are you wolf class or are you soft? You either play to win or you do not. You are either competitive or you are not. When you hire a B salesperson you are not playing to win. Only ...

Sales Selection

You Don't Need More Salespeople

Jun 30, 2015

You need better salespeople... Ask most sales leaders how to increase sales and you will hear, "Hire more salespeople." Sometimes the obvious way is not the best nor easiest way. ...

Sales Performance

Are You Prepared For The Coming Hurricane In Sales?

May 26, 2015

"There are people who make things happen, there are people who watch things happen, and there are people who wonder what happened. To be successful, you need to be a person who ...

Are You Making Your Salespeople Fat and Happy?

May 21, 2015

Everyone has a price where they become fat and happy. I fondly recall when my wife and I first worked after college. Twenty years ago, in our last year of full-time school, we ...

Sales Selection

Smart Companies Never Ever Lay Off Salespeople

May 13, 2015

Never hire the kind of salespeople who may need to be laid off in the future. You know what scares the hell out of me? Mediocrity. I have seen way too many good companies half ass ...

Sales Selection

The Best Sales Candidates Already Have Jobs

May 11, 2015

Recently, I heard a frustrated CEO proclaim on a conference call, "We need to focus on laid off salespeople from the following companies..." He proceeded to name several of the ...

Sales Management

8 Signs Your Sales Culture Has A Candor Problem

Apr 27, 2015

Lack of candor destroys sales potential. The lack of candor in sales teams scares the hell out of me because I see so frequently and the costs are profound. I cannot count the ...

Sales Selection

The 8 Critical Skills That Make Don Draper Don Draper

Apr 14, 2015

Sales personality is everything. After assessing thousands of salespeople and comparing their assessment results with their sales performance I have hard evidence that sales ...

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