by Cheryl Powers
Despite what I see in my news feed, my experience has shown me that most humans are decent, well-meaning, and kind. And when you agree to bring someone into your company as an employee, those are important qualities to screen for throughout your recruitment process. But let's be clear: it takes more than nice people to get the job done.
"The next thing you know, this CEO or business owner and their executive team is spending precious time and costly resources interviewing...
What is it beyond sales skills that exceptional salespeople and sales leaders possess that make them so successful? It's not just one thing but a set of factors that create a competency that make the difference between a good salesperson and and an elite sales superstar. You can think of it as the sales equivalent of Emotional Intelligence. The more of these factors your sales team has, the better they will be at keeping cool under pressure, forging meaningful connections with prospects and...
by Cheryl Powers
How do you know for sure before you hire them that a salesperson or a sales leader can and will do what it takes to succeed? Their resume can't tell you. The headhunter doesn't want you to ask. The candidate will try to convince you in the interview and will likely be a more skillful interviewer than you are.
If you are serious about the success of your sales force and the success of your new hires, you simply can't wing it. You must know the specific sales skills, sales...
Most CEOs are well aware of the costs associated with generating new customers. Few, however, are able to accurately predict exactly when those potential customers will become actual customers. That’s a real problem for CEOs who want to significantly grow revenue and are faced with inaccurate, stagnant, and bloated pipelines that are less reliable than the local weather report.
There is a famous quote by John Wanamaker about half the money spent on advertising being wasted and not...
by Cheryl Powers
In the movie Hoosiers, coach Norman Dale has led his team to the regional finals and is delivering a pre-game motivational speech. He knows these guys are excited. He knows they are nervous. He knows they are preoccupied with both hopes of winning and fears of losing. And he wants them centered, focused, and present to the game they are about to play.
Isn’t that how it is for your sales management and every salesperson on your team? Every day they are responsible for...
We have all been there. The stakes are high, the pressure is on, and we have to perform at our best. And instead, we choke. Maybe you were playing golf. Maybe it was an important meeting with your bank or an investor. You blew it and now you're kicking yourself because you knew you could have done better. It's happening to your salespeople too. They're in the middle of a selling situation, and BAM! The prospect says something or does something that catches them off-guard and they panic or...
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