A strong sales culture supports collaboration, fosters trust and develops a high-performing sales team. Who’s responsible for creating a high performance sales culture? Well, everybody – but as a sales leader, it’s your job to create and nurture an environment that enables your team to succeed. This doesn’t happen by…...
Getting the Right People on Your Sales Bus
In his widely acclaimed Good to Great, Jim Collins shows that lastingly great organisations pay particular attention to not only getting the “right people on the bus”, but also making sure they are in the right seats (= roles) – as well as taking proactive action to get the wrong people…...
Get Creative to Uncover Top Talent When You’re Hiring
“She looked so good on paper.” Sound familiar? In your haste to fill an open position to keep your company running smoothly, you make a hiring decision that turns out to be a big mistake. If this is the case, you are certainly not alone, and the problem isn’t a lack of…...
How the Right Sales Team Can Help Your Business Grow
As an entrepreneur, you’re probably no stranger to wearing a multitude of hats to see projects through. This is especially true if your business is in its infancy, when new partnerships or investments play a pivotal role in keeping the lights on. Eventually, though, your clientele will grow to a…...
Outside Sales Rep – Seattle, WA
ISC’s team of Sales Recruiters is partnering with a large, global Chemical company to identify an experienced and driven Outside Sales Rep. The Sales Rep will be responsible for using the extensive customer database to review sales, analyze the market, prepare a weekly sales plan, and consistently grow business for…...
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…...
When It’s Time to Move to Your Next Sales Job
When it comes to your sales career, it’s important to always keep your options open without being reckless. At one point, I actually had eight sales jobs over the course of 12 years. Some would see this as a hit to my resume and take a negative view of it. “What’s wrong with…...
Leverage Your Core Sales Skills During This Pandemic
While many states and countries are gradually in the process of re-opening, there remain restrictions and a need to navigate a new sales normal. Additionally, an economic crisis is clearly part of the COVID-19 fallout. All of this has created a business environment where sales can be achieved, but through…...
Attract sales talent and win the war with skills development
Those responsible for hiring know how difficult it is to find and attract sales talent that businesses need to grow. This perpetual challenge in the era of persistent skills deficits has been coined ‘the war for talent’. Manpower’s research validates that some job functions are harder to recruit for than…...
Key Skills Every Sales Manager Needs
Sales managers, do you feel like the most underappreciated employee in your organization? That may be because you are lacking the key skills every sales manager needs. How can you focus on developing these skills when you’re supposed to manage your reps? It’s not as hard as it sounds. …...
Three Ways Sales Professionals Can Stay Relevant
Selling for a living in the twenty-first century requires coming to terms with a dizzying array of interconnected, hard-to-anticipate changes in the areas of technology, marketplace trends, and client agendas. Falling behind in any one of these areas means losing relevance and with it, your competitive edge. Here are three…...
How To Better Sell Yourself In A Sales Resume
Writing a resume can be an intimidating task, even for experienced professionals. It’s basically a self-advertisement that must be perfect and catch a recruiter’s eye within seconds. The pressure alone can make some people shy away from writing a resume and stay in a job that hasn’t challenged them for years.…...
Top 8 Ways to Sabotage Your Sales Interview
As we’ve mentioned in an earlier post – scaling your sales team is a big responsibility as a Stretch VP of Sales. Recruiting, hiring and on-boarding Managers, Account Executives, SDRs, Sales Engineers and even Sales Enablement is a full time gig – especially as a Stretch VP, since you likely don’t have…...
Top interview questions to prepare for in the job search
Whether you hear it’s an “employer’s market” or “job seeker’s market,” looking for a job is tough. After you find one that works for you, the application seems daunting. And then, if you get called for an interview, you get asked a whole bunch of questions that you never thought…...
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…...
Which Type of Sales Job Is Right for You?
Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. While one role might be perfect for your personality and career goals, another might make you miserable or require skills you don’t have. Rather than learning from direct experience which type of sales job…...
