A high performing sales team is invaluable to a growing startup. Winning the most promising candidates is a cutthroat battle. It takes a lot more than a generous compensation package to get top candidates to accept your offer. You need to show them early on that they’re joining a company…...
15 Communication Skills That Are Crucial to Sales Success
Good communication is crucial to sales success. Sounds obvious, right? You can’t make a sale unless you’ve demonstrated value to a prospect. You can’t do that unless you’ve understood their problems and devised a strategy to solve them. In turn, you can’t do that until you get your prospect to tell you what’s wrong.…...
How to lead a sales team without micromanaging everyone
Managing people can be tough. Managing a sales team can be even more challenging with all the priorities, tasks, pressure from the C-Suite and the stress of hitting monthly or quarterly quotas. The most challenging part of the sales job is having the right balance between not enough or too…...
The Wrong Pick For Your Next Sales Manager
Often, the obvious pick for a sales manager is also the wrong one. Picture this. You have an opening for a sales manager position in your organization. The obvious pick is your top performing sales rep, right? Not necessarily. Contrary to popular belief, the skills that make salespeople successful…...
7 Transferable Skills That Will (All But) Guarantee Sales Success
Moving into sales from another industry is tough. There’s new language to learn, new processes to master, new tools to get comfortable with, and so much more. There are many skills to master to become an expert salesperson, and those skills will change depending on the exact role. But there are a…...
Business Development Manager – Transportation – Dallas – Fort Worth, TX
ISC's team of Sales Recruiters is partnering with a growing Transportation company to recruit candidates for a Business Development position in the greater Dallas – Fort Worth, TX area. Business Development Manager - Transportation - Do you have the following: • Bachelor's degree in Business, Sales, Marketing, Transportation /…...
5 Questions Sales Leaders Ask to Improve Sales Performance
Inquiry is a powerful motivator. We use it to fuel conversations, problem-solve, and, ultimately, improve sales performance. High-value questions are a driving force to much-needed mental shifts — especially in today’s environment. When your mindset changes, so does your behavior. As sales leaders, we can’t control market conditions, but we can influence…...
How to Be a Successful Sales Manager
A sales manager is the person responsible for leading and coaching a team of salespeople. A sales manager's tasks often include assigning sales territories, setting quotas, mentoring the members of her sales team, assigning sales training, building a sales plan, and hiring and firing salespeople. In large companies, sales quotas…...
The Definitive Guide to Sales Management
The purpose of a sales manager is to provide their salespeople with everything they need to succeed, including coaching, training, and motivation. The actions of a successful sales manager can include anything from overseeing the onboarding of a new sales team member to firing a salesperson who wasn't ever going to cut…...
How True Sales Leaders Coach
When was the last time you checked out how true sales leaders coach? Last year? Five years ago? If so, it’s time for a wake-up call. The COVID-19 pandemic has changed how we all work. Your reps need coaching from you more than ever before. Craig Wortmann, a clinical professor…...
5 Sales Trends COVID-19 Has Accelerated That Are Here To Stay
When COVID-19 first hit the United States in March, many sales organizations thought the adjustments they had to make would be temporary. But as the crisis continues, it’s becoming increasingly clear that many of the changes brought on by the pandemic will be permanent. Mary Shea, Principal Analyst at Forrester, addressed this…...
10 Critical Best Practices for Your Sales Force in This Crisis
We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working. For…...
How to Accurately Assess Soft Skills in Sales Candidates
Soft skills remain one of the most challenging skills for recruiters and hiring managers to identify. Only 41% have a formal process in place to measure them, according to LinkedIn’s 2019 trends report. Many recruiters continue to use outdated and ineffective assessment methods. Soft skills in sales are especially valuable, so it’s…...
How Easily Can You Make the Transition to a Medical Sales Career?
Thinking about making the transition to a medical sales career but don’t know where to start? Worried that you don’t have the experience, skills, or personality that medical sales companies are looking for? Don’t worry, you’re not alone. Medical sales may seem attractive, but trying to figure out if you…...
The Future Of Selling, It’s About People, Connecting In A Disconnected World
I wrote, The Future Of Selling Isn’t What You Think It Is. Basically, it was a retort to those who think the future of selling is about the technology and tools we leverage. Whether it’s Zoom, social networking, CRM, messaging apps, AI/ML, or any of the 1000’s of technology solutions sales…...
10 Things Employers Are Looking for in Salespeople During this Pandemic
To put it mildly, 2020 is not a good year…in fact it is a catastrophically bad year in so many ways. In the business world, there are a few people in niche industries who are excelling and doing extremely well during this pandemic. I think it is safe to say that…...
