EXCITING NEWS: We are about to launch our latest book, SALES RECRUITING 2.0 – How to Find Top Performing Sales People, Fast That’s half of today’s news. We are putting on a FREE 30 minute, high impact workshop to preview the advice and insight in the book. If you are a sales manager or business
When I became the leader of a sales team for the first time in the mid 90’s, I did not have the luxury of selling for many years and being mentored by someone who could teach me the ropes. Instead, I was a company founder who filled a need that we had at the time
The key to writing a great Sales Manager job description: articulate specific performance objectives and highlight how a candidate will advance their career at your organization. High performing sales managers are gainfully driving revenue for their employers and not perusing job ads. So if you need to hire one, you are going to have to
Cultivating the right internal culture is an afterthought for many organizations and yet culture plays an enormous role in business success. What is Culture? A company’s “corporate culture” can be thought of as the general norms, traditions and assumptions that govern employee perceptions, thoughts and behaviours at work. The term “corporate culture” came into vogue
When we launched Peak Sales Recruiting many years ago, we looked at the market and recognized the under served need for companies to recruit high achieving sales people. While it was overly common at the time for recruiting companies to specialize their services outside of a geographical region, we saw an even more acute need
It is no surprise that recruiting top performing sales professionals in New York City is no easy task. Top sales people in the Big Apple do what New Yorkers do best – make money, and lots of it. To be the best of the best, requires competing and winning in arguably the most cut throat and fast-paced selling
Recruiting high achieving sales professionals onto your sales team is no simple task for a few simple reasons: They are rare, They are employed, not looking for a new job, and are constantly receiving offers from competing employers. Overcoming these challenges takes significant effort and commitment, but the investment is justified by the superior results that top
As we have written about before, top performing B2B sales people want to work for industry leading and highly reputed companies which their chances of success are greatest. Since there is excess demand for the services of top sales people, why wouldn’t they be selective in who they work for? In an Internet dominated world, a key question
Many sales managers accept the 80-20 rule – that 20% of their reps make 80% of the sales – which I suppose is acceptable if the sales manager is consistently meeting targets, but it certainly is not a recipe for superior results. There are many downsides to allowing under-performers to exist on your sales team. Sales leaders
sales-compensation1-e1401398784710-600×400 Company leaders and business owners are often worried about overpaying sales reps. This is especially true for the CEO’s who didn’t ascend to their leadership position through the sales ranks and who are not overly sensitive to how sales compensation is earned. The concern is legitimate if one were to look simply at the outgoing commission
