We had Lee Salz conduct his 'Differentiators' workshop at our Enterprise Sales Team meeting. In our industry, we don’t create demand, but rather try to get prospects to buy from us instead of the competition. Lee taught our sales team strategies to position our differentiators and engage prospects in a unique way. My team loved this session and really embraced his methodology!
Ann Losiewski, Director of Enterprise Sales, Hire Right
We asked Lee to present “Building a World-Class Sales Force” at our AA-ISP conference. The feedback was outstanding! As one attendee described it… ‘Intense and good dose of medicine. We had a lackadaisical approach to hiring…he set the record straight.’ I highly recommend Lee and this presentation to anyone responsible for managing and or hiring salespeople.
Larry Reeves, Chief Operating Officer, American Association of Inside Sales Professionals
The role of salespeople in my company is to knock the current provider out of the account. Sales Architects helped us really understand what makes us unique and taught our salespeople an effective strategy to position differentiators with buyers. Lee helped us uncover ways to get prospects to buy from us and these techniques work!
Mike Moroz, President/CEO, Walters Recycling and Refuse, Inc.
When I reached out to Sales Architects, I was at somewhat of a crossroads and contemplating the best ways to profitably grow my business. Lee Salz helped me gain clarity on some existing issues, and provided actionable information to take my firm to the next level. He provided a clear sales roadmap that I can implement in my company.
Marc Fowler, President, Bullseye Media
Lee delivers! We contracted with Lee to keynote our national customer event to speak on hiring, onboarding and compensating salespeople. The feedback on his session was fantastic which we greatly attribute to Lee’s prework and intertwining our culture into his customized presentation. He’s dynamic, fun, and engaging.
Peter Dircks, Director of Marketing, Hearth & Home Technologies
We’ve engaged Sales Architects for both strategic and sales-focused initiatives. Each time, we’ve experienced Lee’s skill in thinking through complex problems to develop practical solutions. We used Sales Architects to optimize our sales efforts through their sales metric management strategy to focus our salespeople on the right behaviors. I will continue to use Sales Architects in the future.
Marc Maloy, SVP of Worldwide Sales, HireRight
I hired Sales Architects to turn around an unproductive sales team member. Initially, I had doubts that Lee could do this, but I was pleasantly surprised. Lee systematically worked through all of the issues and processes that we were doing incorrectly and brought his lineup of tried and true sales systems to the table. Sales Architects will be the first call I make if I have sales issues in the future.
Ron Anderson, President/CEO, Anderson Systems Integration
Lee’s Adapt & Thrive presentation will resonate with sales people regardless of their experience. From those just starting sales careers to sales professionals with many years experience, Lee’s simple and profound strategies will enrich your whole sales group and help them succeed!
Dick Reynolds, Sales and Distribution Manager, Flexco
We’ve used Lee’s sales architecture methodology to bring discipline, structure, measurement and a degree of sophistication to our sales effort. We now have a clearly defined strategy, process and tools to pursue new KRM clients.
Rick Olson, Chief Executive Officer, KRM Information Services
Thanks for speaking at the Dymo Mimio global sales kickoff. We found your Adapt & Thrive! keynote speech to be stimulating, motivating and full of good sense.
Laurence Huntley, General Manager, Dymo Mimio, A Newell Rubbermaid Company
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Experts In Building High-Performance Salesforces

Sales Architects® helps its clients develop processes to hire the right salespeople, effectively onboard them and align their sales activities with business objectives

Using our proprietary sales architecture® methodology, we help our clients migrate from being “people-based” to “process-based” resulting in explosive, profitable growth.

Services

Sales Architects is a non-traditional business consulting firm. We specialize in sales, marketing, and sales management with the fundamental goal of helping our clients adapt and thrive in the ever-changing world of business. The way we do that is by rolling up our sleeves and working side-by-side with our clients to ensure goals are met. Our clients feel that we are part of their team because we are. No fluff stuff here! When clients contract with us, they expect success and so do we. Nothing less is acceptable

Indicators That Sales Architects Can Help You…

  • Sales opportunities languish in the pipeline and rarely come to closure.
  • Winning business is a one-time occurrence, not repetitive events.
  • Sales pipelines are sales pipedreams.
  • Every sales opportunity comes down to a price war… and you lose even when you win.
  • Your quest is to hire great salespeople, rather than the right ones with the potential to be great on your sales team.
  • It takes forever to determine if your new salesperson is going to be successful
  • The sales compensation plan isn’t yielding the desired results.
  • You have plenty of sales activity data, but not decisional metrics to drive revenue.

Hire Right, Higher Profits

Buy

The Executive's Guide to Building a World-Class Sales Force

by Lee. B. Salz

It’s the revolving door on sales teams. Executives hire what they believe to be great salespeople, but the results never come – and the salespeople are let go. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has sales leaders pulling out their hair in frustration.

Despite these issues, executives continue to try to “hire great salespeople.” That three-word expression is exactly what Hire Right, Higher Profits is all about. Sales management strategist, Lee Salz begins the book by challenging readers with the $25,000 Revenue Test which most executives fail. Then, he hits readers between the eyes with the statement “there are no great salespeople” and offers proof of it! He also cautions those executives – who view the competition as their primary sales talent source – of its risks.


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Thought Leadership

Help! My salespeople can’t write!

As you think about the sales roles in your company, does the position include writing freeform emails and documents? If so, follow these tips to make sure candidates’ writing is solid.


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All buying decisions come down to price

Buyers seek answers to the same questions as salespeople when trying to justify spending a penny more for something that appears, on the surface, to be the same as something else.


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Learning from the deals your salespeople lost: The sales inquest process

There is much to be learned from a lost sale. And, it’s not just salespeople that learn from these experiences, but also sales leaders and senior executives as well.


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Use crime-solving strategies to become a B2B rock star

Could you imagine if the police’s crime-resolution strategy was to knock on every door and ask if the homeowner committed a crime today? That’s absurd, yet it’s just what salespeople do every day.


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Why salespeople aren’t like professional athletes (but should be)

Athletes invest time in their knowledge and skills outside of competition to ensure they deliver when the game counts. Salespeople need to be doing the same thing.


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How to pick the right sales job

Here are eight areas to explore with potential employers to get the information needed to make an informed decision on your next sales job.


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The Sales Management Challenge

How Do You Implement a Uniform Sales Compensation Plan?

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