By Cheryl Powers
Assembling a sales team filled with A-Players is not just an advantage; it's a necessity. For lower mid-market and mid-market business owners, the journey toward sustainable growth and profitability hinges significantly on the caliber of your sales force. But here's the catch: not all hiring processes are created equal, especially when it comes to sales. That's where a Sales-Specific Hiring Process comes into play, a game-changer that can set your business on a trajectory...
by Cheryl Powers
Ever found yourself obsessing over Google Analytics, fretting every time there's a minor dip in your website traffic? You're not alone. We're living in an era where many businesses have become heavily reliant on Google for their lead flow. Here's why this is problematic:
Sole Reliance: Relying on a single lead source is risky. If there's an algorithm change or if your SEO falters, it could cripple your business.
Unpredictability: Algorithms are constantly changing. What works...
by Cheryl Powers
Everything has changed except the way your salespeople sell, and that's a big problem.
Listen, I love salespeople. I love sales leaders. I love the profession of sales. So don't take this the wrong way because this is coming from a place of real caring.
Your salespeople are missing a golden opportunity.
Salespeople should be doing everything they can to connect with prospects and customers, build trust, forge relationships, and stand out as a valuable and valued trusted...
by Cheryl Powers
Lead, follow or get out of the way. That’s the sentiment I grew up with. My dad was a naval officer in WWII who served at the same time as Ronald Reagan was in the US Army. And my dad knew how to steer a ship. He was kind, consistent, and competent and he taught me a great deal about leadership.
Unfortunately, in today’s business climate I see far too many leaders turning over the helm to employees who haven’t a clue about leadership, budgets, revenue,...
by Cheryl Powers
Sales hiring.
How hard can it be?
We just need them to sell, right?
Yet, recruiting high performing salespeople and sales leaders is one of the most difficult tasks a CEO will ever have to get right -- and keep right to stay successful.
There is much more to it than posting the ad, sifting through resumes, and hoping you picked the right one. The vast majority of ads are poorly worded, focus more on the company than on the role, and fail to attract qualified candidates.
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