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

Why You Need A Signed Candidate Risk Waiver

Aug 26, 2015

A signed candidate risk waiver = accountability. The purpose of a defined sales hiring process is to create predictably good sales hiring outcomes. Unfortunately not everyone ...

Sales Selection

Why Smart CEOs Are Actively Engaged In Sales Hiring

Aug 13, 2015

CEOs are actively engaged in sales hiring because the cost of a single bad sales hire can be hundreds of thousands to millions of dollars. Who in your company has the authority to ...

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 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 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 ...

Sales Selection

Why Don Draper Does Not Need A Resume'

Apr 10, 2015

Supply and demand. Few true Don Drapers exist. Do you have an eye for the very best? Like you, I appreciate artisan quality- especially damn good bourbon, scotch, and fine ...

Sales Selection

The Real Reason Most Salespeople Hate Cold Calling

Mar 26, 2015

All of the training and incentive in the world will not change a salesperson who is not wired to cold call. Have you ever noticed that some salespeople will cold call while most ...

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