Category Archives for Team building

How to attract top sales performers to your company

Finding and retaining top sales performers is among the top three challenges that CEOs face today. With skilled candidates being in high demand and those candidates being picky about where they choose to work, the battle to attract, recruit and retain top performers is more intense than ever. A McKinsey study highlights that higher performing […]

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3 common mistakes recruiters make (and how this impacts you)


  What do you think of recruiters? Like any professional service (real estate sales, used car sales, lawyers) the recruitment profession is marred with it’s fair share of horror stories. Three common mistakes recruiters make: They do not understand the role and its problems and therefore cannot make the best selection for the client. They […]

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Why learning is attractive to Top Sales Performers?

The CEO asks his Sales Director, “What happens if we invest in developing and training our sales people and then they leave the company?” The Sales Director answers, “What happens if we don’t, and they stay?” Most people got into the sales profession at the beginning or some stage of their career and have since […]

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How to get Top Sales Performers motivated to work for you

Top sales performers move from opportunity to opportunity. What can you offer? Here are some of the most frequent reasons why candidates withdraw from an interview process: Your presentation role was uninspiring. The candidates did not see themselves following-the-leader on a journey to earn, learn and grow personally. Your competition, the Sales Manager at the […]

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How to Build Sales Momentum – Part 2

In Part 1, we established that you need to increase your sales activity across the four areas of target databases, leads, prospects and customers. The next step is to increase your sales impact across these sales activities and measure which ones or combinations work best for you. Here are some examples of sales activities: Preparing a database from old business cards, directories, […]

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Beware of Kryptonite!

“Look, up in the sky! It’s a bird! It’s a plane! It’s Superman! Faster than a streak of lightning, more powerful than the pounding surf, mightier than a roaring hurricane. This amazing stranger from the planet Krypton, the man of steel, Superman.” ~ 1940’s Superman TV show intro Superman was invincible. Almost. There was just […]

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