The 21 New Core Sales Competencies for Modern Selling

Can you name 10 Core Competencies of a great salesperson?  Let’s see, there’s prospecting, qualifying and closing, and then there’s….wow, this is difficult! For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies.

The Comprehensive 90 Day Orientation for New Salespeople

Yesterday I spoke to the Distributors for Billington Wines in Washington DC.  One attendee asked about my comprehensive guidelines for on boarding new salespeople during the first 90 Days.  I believe that most companies set their new salespeople up for failure.  I believe you should prepare your new salespeople for success. 

Top 10 Steps to Recruit Strong Salespeople

If you’re tired of hiring salespeople who take too long to achieve mediocrity and more often fail to achieve anything noteworthy, some best practices may be in order. The following 10 Steps are the key to developing a process that yields consistency when hiring strong salespeople.  It takes 1-2 days to show clients how to apply these steps to their businesses so please understand that this article simply identifies the steps.

Why Corporate Sales Training Often Fails to Achieve Desired Results

In order to change salespeople, trainers must be able to do far more than read a script, teach the curriculums, demonstrate the strategies and tactics and perform role plays.  Sales trainers must have a number of competencies beyond sales and training.  There are underlying reasons why salespeople do what they do, why they only do what’s comfortable, but not what we need them to do, and trainers must first understand that.

Executing Your Best Year Yet

The key to causing this year to be your best year is intention and management. What that requires is a performance management system. Such a system allows you to clarify, measure, and manage your goals, performances and results. All successful people have a similar system.

Fueling Your Best Year Yet!

We do not live our best life simply because we do not know what we really have. Our dominant socialization is to focus on what we do not have and where we have failed. As you look to create your best year, start seeing and recognizing your treasures, talents, successes and assets. These are the real fuel for accomplishment.

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