What You Wish You’d Been Told BEFORE You Became Sales Manager

What You Wish You’d Been Told BEFORE You Became Sales Manager

I need your help. I have just begun writing the book that has been in my head for a few years. It will be a guide for first-time or “rookie” sales managers. It will be released in early 2015 and I may need your feedback from time to time on some of the content.

The intention of the book will be that those novice sales managers will take away the following items from reading the book:

Learn exactly what to do to have success with their sales team
Understand how to make the transition from salesperson to sales team leader
Know how to spend […]

Sales Assessments Are Not Created Equally

Sales Assessments Are Not Created Equally

I just had a conversation yesterday with a high performing Sales Manager about the use of assessments with her sales team. This is a frequent conversation I have with company and sales leaders so I thought I would share. Those of you that know me, know I am a devotee of the Objective Management Group (OMG) battery of assessments for many reasons. I want to highlight the differences between OMG sales assessments and personality-type tests, to help clarify why I trust OMG sales assessments above all the others.

Differences Between OMG and Personality-Type Tests:

1. OMG assessments were created specifically for the […]

Hiring Hunters: Don’t Rely on Luck to Hire the Next Great Salesperson

Hiring Hunters: Don’t Rely on Luck to Hire the Next Great Salesperson

One of the biggest challenges that middle market companies seem to face is the inability to attract and hire good quality salespeople consistently. Time and again it seems that they have had success with one or two hires but they can’t seem to duplicate their success. I believe it is because they got lucky and then tried to repeat the process of hiring another good one. Since it was luck the first time around that is pretty difficult to duplicate.

The Problem Is Two-Fold: 
1) Attracting the right candidates; and 2) Being able to pick out the ones that will work.

First, attracting the […]