The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (19)

Why Sales Welfare Pisses Off Your Best Salespeople

Jan 16, 2015

Top performers hate your sales welfare program "Sales welfare" is the transfer of wealth from top sales performers to your low performers. Practically every company has what I ...

Sales Management Sales Performance

Stop Selling To Never-Gonna-Get-Its

Jan 8, 2015

Stop the sales madness. I have been in sales for over 25 years. If I could go back in time, I would do some things differently. I would hire the alpha sales wolves, challenge my ...

Sales Selection

[Video] Desiring A Thing Cannot Make You Have It

Jan 6, 2015

I recently saw the movie, The Gambler. In an early scene, Mark Wahlberg's character (Jim Bennett) shares his perspective regarding talent and desire with his university class ...

Sales Selection

Ten Powerful Ways To Dramatically Improve Sales Hiring in 2015

Jan 2, 2015

We are deep into 2015. You have several months left to make 2015 great. What will you do with it? Unless you change what you are doing right now - you will be lucky to continue ...

Sales Management

The Leadership Boom Is Making Sales Managers Stupid

Dec 17, 2014

Tim Sanders recently penned a piece titled, Is the Leadership Boom Making Us Bad Managers? Tim writes... "Over the last fifteen years, leadership programming has dominated ...

Sales Management

Keep Tabs On Your Top Performers

Dec 5, 2014

Are your top salespeople quietly unhappy? Do you have a star performer outside of sales considering a move where they will be loved more than they are currently? Tasha Eurich's ...

Sales Performance

How The Best Salespeople Sabotage Their Own Potential

Dec 2, 2014

The best salespeople often sabotage their own potential. If you are like me, you play to win. It is hard-coded in your DNA. Losing is not something you take lightly. Do you use ...

Sales Performance

Are Your Salespeople Motivated Like Don Draper? (Part 3 of 5)

Nov 20, 2014

This is part 3 of a 5 part blog series on How to Know If You are Hiring A Don Draper Salesperson. My first 100 sales hires sucked Do you ever recall the past and remember things ...

Sales Culture

Show me a good loser and I will show you a loser

Nov 13, 2014

Vince Lombardi said it best... "Show me a good loser and I will show you a loser." Losers are brilliant at losing. They take it in stride. They expect to lose. Keenan - A Sales ...

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