The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats (7)

When salespeople fail to live up to the culture code

Apr 24, 2019

How would you define your company culture? Your sales culture? Often, a company’s culture consists of a carefully-contrived paragraph of corporate speak that does not actually say ...

Sales Performance Sales Strategy

Types of Sales Wolves: The Hunter Sales Wolf and the Farmer Sales Wolf

Apr 16, 2019

The level of quality within your sales talent is one of the only factors that can dramatically alter the success of your organization. Use a hiring scorecard and strategic ...

Sales Culture Scaling Up

Why sales coaching is ineffective and what to do about it

Apr 10, 2019

Depending on the length of your sales career to date (as well as your title), you have probably either initiated or solicited sales coaching. Most typically, sales coaching occurs ...

Sales Selection

What Sales Wolves Deliver

Apr 4, 2019

The quality of your sales talent is one of few elements to profoundly impact the long-term success of your business. Yet, few organizations have the recruiting structure in place ...

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Sales Selection

Is the ideal sales team comprised of all Sales Wolves?

Feb 26, 2019

I spend a great deal of time writing about Sales Wolves. What defines a Sales Wolf. How many organizations lack them or once they have them, fail to nurture and retain their ...

Sales Selection

Sales Wolves Do Not Always Interview Well

Feb 6, 2019

When a person is purchasing a sports car, they do not go to the dealership and randomly test drive every single car on the lot until one feels right. They do not test drive a ...

Sales Management Sales Culture Sales Strategy

How to Turn Around a Sales Team

Dec 19, 2018

Is your mindset one that is reactive or proactive? For most CEOs and sales leaders, turning around a sales team is a reactive, futile effort that occurs ONLY when the sales team ...

Sales Management Sales Culture Sales Strategy

Building a Sales Team From Scratch

Dec 5, 2018

You only have one chance to do this the right way. Building your sales team will define the short- and long-term success of your business. You only get one shot. When your company ...

Sales Strategy Sales Selection

Run Away From Sales People With These Traits

Nov 28, 2018

Few decisions impact a business model more than the quality of sales talent hired to represent a company. It happens all the time. Sales hiring managers predicting strong sales ...

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