This Selling Power article is a quick, solid read. The 5 tips are all on point with this one being my favorite: 2) Metrics without context. Your candidate noted that his or her team closed $2 million in sales last year. That’s great. But what was the quota? What were the expectations? Was this half of what your potential new hire and the team were expected to do? Or did they not only exceed quota, but also outperform every other sales team at the company? Don’t rely on metrics alone; your candidate should provide context that tells the whole story. So much of resume information is devoid of context yet… Read More
Continue ReadingThe Most Dangerous Sales Manager
I have had the opportunity to work for many different sales managers over my career. I’ve seen many styles, but I think this article in SalesHQ.com hits upon the most dangerous style: The Good Buddy is everyone’s friend. Managing is a popularity contest that he intends to win. He’ll be a great drinking buddy, a top notch shoulder to cry on, a guy you can trust to cover for you. He’ll make sure the office atmosphere is loose, that everyone feels welcome, that the office is a fun place to be. Discipline? Well, that’s not something you’ll find in his office. An insistence on hitting quota? Something else that isn’t… Read More
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