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Why do we have salespeople that can’t hack it? How do people who don't belong in sales wind up running a multi-million dollar territory for a company? We have discovered the most prevalent hiring mistake was the poor performers were hired for their industry knowledge. Conversely, we have found that the majority of the top tier salespeople in most organizations have experience in at least one other industry or another company department. They are real salespeople- whether selling a product or a new way to be more productive in their department. What they sell is just a detail. Sales ability trumps industry knowledge more often than not in sales performance. Much more often than not. Read more

Checking the articles that are downloaded monthly from this website, the consistent winner is the article titled “Sales Compensation Systems That Work”. It’s safe to say that sales compensation is a hot topic. The problem is most people downloading this article will be disappointed because most executives and business owners are constantly seeking that “silver bullet” compensation package that drives successful results. There is no silver bullet in “Sales Compensation Systems That Work”. Rather, there is a frank discussion on creating a compensation system that works for the sales personalities you hire, the market base you are chasing, and the systems in place that measure and compensate sales performance. Read more

Hiring Right, A Three-Part Series
Part II: Hiring Right Read more