I’ve been assessing many existing salespeople over the past couple weeks and have seen many different levels of abilities. The ones that stick in my mind are the salespeople who are presently struggling with their revenue production. Sales is one of, if not the most stressful positions within any company. The overt issue with a lack of sales performance is that everyone in the company can see it. The numbers are very visible. One underperforming salesperson I talked to recently has hit a true low point. He’s not certain where to start. I thought about that discussion for quite some time afterwards. The lack of performance becomes a spiraling nose… Read More
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I’ve come across two different instances of a nefarious sales trick that is reviving itself in the telecommuting era. Two different customers recently shared accounts of salespeople who were on their payroll and the payroll of another company. This stickler is that they were allegedly full-time employees for both companies. In one instance, the salesperson was on the West coast while headquarters was back in the East. This guy set up a small office in an office building and had a slider sign on the door. He would simply slide it to reveal the company he was representing that day for that appointment. He also had a company car from… Read More
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