In my 16 years running a company of for-hire senior level Door Openers®, we’ve learned a thing or two about hiring the right salespeople. Most business owners and sales VPs know the difference between hunters and farmers. What they don’t know is that not all hunters were created equally. Some are great at going on meetings and closing sales while others are great at opening doors. In my experience, few are great at both. If your company needs one and interviews for the other the result can be an expensive mis-hire. This explains why so many hunters fail in new sales roles…they weren’t the right kind of (more…)
Over two years ago, Deborah Gage of The Wall Street Journal interviewed Chris Cabrera, CEO of Xactly Corp. in the article: Big Data Company Shines a Light on the Dark World of Women’s Pay. If you don’t have a WSJ subscription to view the 2014 article, I’ll summarize. Using data captured by Xactly’s own software – that automatically collects, analyzes and calculates sales compensation – Xactly discovered that women employees in its own company received lower average commission rates than men. (more…)
We all know the importance of understanding your customers by always putting yourself in their shoes and looking through their lens. But we’re also aware that many sales people are pressured to make their numbers – whether it’s their year-end, quarter end, or some other date they’re working towards.
I’ve participated in countless forecasting reviews as a consultant and as a sales leader. And I know the pressure sales reps feel is real, and is often transferred to their customers. But does pressuring customers to close the deal on YOUR timeline really work, or will it (more…)
For International Women’s Day this week, confidence, or lack of it – is a hot topic when it comes to women. Many studies have talked about women’s perceived lack of confidence.
I have a different opinion than most people when it comes to women and confidence because of what I’ve observed in sales offices across the United States. I can’t vouch for Europe or Asia or even Canada – but I have seen something powerful here in the U.S.
Our society rewards men for being tough, assertive, stoic, and confident. (more…)
Networking, whether it is in person, via Linked In or in another manner, can have a lasting effect on future referrals. This is your opportunity to deepen the relationship with Centers of Influence. If done properly and with sincerity, you can have a referral source forever; if done poorly, they may never help you again. I recently attended an event and witnessed a conversation between a Center of Influence, Mark, and a Business Owner, Tom, that went poorly. Tom had previously requested a Linked In introduction via Mark, to a prospect named Susan. Mark took time out of his busy day, located Susan, a first (more…)
Most of us aren’t lucky enough to have gatekeepers or executive assistants any longer. Even during a resurgent economy, dedicated admins seems to have gone the way of fax machines. However, if you’re calling on an executive, then you may be in luck.
What is a gatekeeper? A gatekeeper (even this has become an outdated term) is the person designated to keep a protective barrier or ‘screen’ around important or ultra-busy people. Their role is to only let those through the gate who actually have the combination to (more…)