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Articles

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Compensate to Motivate

Channeling the energy of your sales team can be challenging. How you compensate them determines where they invest their time and the results you receive.

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Secrets To Effective Salesperson Onboarding

Sales managers are expected to be able to develop their new hires. The traditional approach presented by new hire training fails to produce the results companies need. Reduce the amount of time it takes for your new sales people to generate revenue by creating your Revenue Accelerator Program™.

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The Second Dimension of Screening Sales Talent

Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship.

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Sales Candidate Attributes: Desired or Required

Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.

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The Sales Person’s First Day

Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done.

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Priming the Sales Applicant Pump

Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.

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Secrets Buried In a Sales Person’s Resume

In my sales management career, I would bet that I’ve seen about 5,000 resumes for sales people. Yet, I still haven’t seen one that shows someone who has achieved 40% of quota. Every single resume shows 100%, 200%, 2,000,000% of goal. Where are all of the people who have had less than stellar sales performances? […]

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Try Before Buy

In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.

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Motivating the Passive Sales Candidate

Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?

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Are Job Applicants Destroying Your Brand?

Companies roll out the red carpet when they hire new employees. Yet, those that they elect not to hire are left out in the cold with a bad taste in their mouth about their experiences with the company. It doesn’t need to be this way.

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The Sales Person’s Kryptonite – The RFP!

RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!

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Will You Pass the Flinch Test?

There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test.

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When the Sale Doesn’t Happen

In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn’t happen. There are lessons to be learned in sales gone awry.

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Identifying the Right Sales Talent for Your Company

Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.

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Why Can’t I Hire The Right Sales People?

A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program.