Myths About Commission-Only Reps

Myths About Commission-Only Reps They must not be any good or they would get a salary position. They’re desperate so will take any job. They’re fast-talking con-artists. Fact is, many of the most qualified, best performing sales professionals prefer commission-only...

Always Be Training

Always Be Training It’s one thing to get warm bodies in the door. It’s quite another to get them to perform. Comprehensive realistic training must be provided by a trainer that knows all aspects of the product and sales. Product training is the first step, This is...

Always Be Managing

Always Be Managing What does the myth of Sisyphus have to do with sales? Everything. Sales ultimately is a grind. You make endless calls. You put up with countless rejections. Call reluctance is like a virulent disease. Reps find things to do… anything rather than get...

Always Be Recruiting

Always Be Recruiting Every company wants closers, but how can you tell a closer from a poser? If someone tells you they can always pick a winner, ask them why they don’t go to Vegas. Because all you have to do is win 51% of the time and you would literally own the...

ABCs of Building Sales Teams

ABCs of Building Sales Teams Always Be Closing A memorable line from the movie Glengarry Glen Ross. Entertaining but ridiculous in practice. This is the old-school concept that you can talk people into things… Perhaps you can for a moron but morons rarely build...

Sales Managers

Sales Managers There are 5 types of sales managers: 1. Classic Motivator. Likes to have frequent sales “meetings” which are actually rah-rah pep rallies. Demands all reps have “positive attitudes.” He is the master of the obvious and never saw a platitude he didn’t...