Sales

Before You Fire Your VP of Sales…

Share The VP of Sales is the most fired position in corporate America today. The reason is simple. Their forecast number is tattooed on their foreheads for everyone to see. Make it and the Sales VP is a hero for a day. Miss it and well…. But consider this. Before any sale goes up on […]

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What Should You Pay Your VP of Marketing?

ShareWhy don’t you pay your VP of Marketing or CMO the same as your VP of Sales? This may seem like a radical concept. But as CEOs and business leaders, our success is often in how we hire, and how we motivate our team. The classic answer to the question is that the VP of […]

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Hiring Sales People – Part VIII – Drive

I once had the choice between six smart engineering students to hire a summer intern. They all had good things to recommend them. When I made my choice, the students’ professor challenged me. I picked a poor foreign student with an accent. He asked what was wrong with the other students, and pushed them on me. I told him nothing was wrong with them. They were all good kids. Then he asked why I picked Jimmy C. I told him that he had more drive.

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Hiring Sales People – Part VI – Empathy

If you are hiring an exceptional sales person, look for someone who wants to help his or her prospects. The emphasis is on help. For the “Me” generation, it’s not about “You,” it’s about “Them.” And as long as it is about “You” and only making the sale, your prospects won’t trust you, and you won’t make the sale.

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Hiring Sales People – Part V – Authenticity

I believe one characteristic of likeability is “Authenticity.” The dictionary defines authenticity as the quality of being genuine. As an adjective, “Accurate in representation of the facts, trustworthy, reliable.” How do we look for authenticity in hiring sales people?

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Hiring Sales People – Part IV – Emotional Intelligence

Emotional intelligence is the ability to understand other’s emotional and psychological state as well as one’s own reactions and emotions. Intuitively it makes sense that to do well in sales, you not only need to understand your prospects emotions, but your own as well. Is there a correlation between EQ and sales ability?

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