I promise that it is almost NEVER about price. But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed to solve. You failed to engage the customer in a discussion about their past…...
Top 4 Characteristics Of A Competent Paints And Coating Industry Salesperson
Improving customer loyalty, increasing sales, and driving sales gains. These are the top goals within any industry. The million-dollar question is always HOW to attain those goals. The sales skills needed to achieve those goals differ within different industries. Within those industries, there are also different skills required when…...
10 Ways to Motivate Your Sales Team
After being a sales recruiter for 25 years now, there are a few things that I have learned about Sales people. First of all, I have learned that the Paredo Principle is real and that it applies to sales people more than any other group of people we recruit for.…...
Should You Make Your Top Rep Your Sales Manager?
You have an opening for a sales manager. Your rainmaker is vying for the role. He is outstanding in sales and has helped you make the number every year. Should you move him into the managers chair? When considering promoting a star sales performer into management, tread slowly. There…...
How to Choose Between Personality Tests and Sales Assessments
Finding good salespeople is one of the biggest challenges that sales VPs face today.Most sales managers find themselves stuck in a never-ending quest to hire quality salespeople that will help grow the company to new levels.And, as you gain more hiring experience, chances are you are learning that the standard…...
What Questions Should I Ask in a Salesperson Phone Screen?
After reviewing sales candidate resumes, hiring managers often add a phone screen to determine whether to move the candidate forward into the testing and interviewing process.This 20-30 minute phone call helps bring the candidate’s resume to life and provides some excellent clues about whether he or she has the characteristics…...
Top Tips on How to Improve the Sales Performance of Your Team
According to a Hubspot study, 66% of salespeople miss their quotas. This statistic really shines a light on the fact that a lot of sales teams are struggling.Even if you feel your sales team is doing a good job, ask yourself this: “Could they be doing better?”No salesperson in the…...
Should You Hire a Recent Sales Graduate or an Experienced Rep?
Graduation season is upon us and more than 5,000 students will graduate with a formal sales major. Over fifty universities with sales majors will unleash a crop of graduates. These eager young professionals will be looking for their first sales jobs. And every Sales VP is asking themselves:Should I hire…...
Can Sales Success Be Predicted?
Since our inception in 1999, our sales recruiters have been asked thousands of times how to best predict sales success. We used to say that the best indicator of future behavior is past behavior, so would target candidates that had achieved success in prior sales roles. Thanks to dramatic…...
ISC Sales Recruiters Share Tips on Increasing Your Acceptance Rate When Extending SALES Job Offers
High performing Sales professionals are coveted, and rightly so, considering the revenue that an impact player can make on bottom line profitability. Key producers in certain geographic regions and industries are heavily courted in today’s candidate driven market. It is important to keep in mind that there is a…...
Is Industry Specific Experience Crucial When Hiring Sales Reps?
Relevant experience is a common requirement in “help wanted” advertisements, but when it comes to sales, what specifically qualifies as relevant? Perhaps even more important, why do companies so covet experienced salespeople? In the right circumstances and for the right position, there are often times compelling reasons to consider…...
New Home Advisor – Inside Sales –Raleigh, North Carolina
New Home Advisor – Inside Sales –Atlanta, Georgia The Recruiting team at ISC has been retained to identify Inside Sales - New Home Advisors for a leading Luxury Home Builder that has been ranked as one of the Top Three Trusted Custom Builders in America! As a New Home Adviser, your goal is to drive traffic to…...
Sales Performance Assessment
Selling is a repeatable process. If you can't measure it, you can't improve it. Download the FREE SCORESHEET HERE to measure how effective you are--using repeatable sales processes, high-win tactics, key success factors and selling profiles. Typically a 15% increase in your sales effectiveness score translates to a 20% improvement in your revenue…...
6 Reasons Salespeople Win or Lose a Sale
Why does a salesperson lose a sale?It’s a question I’ve studied for years, as part of the win-loss analysis research I conduct.There’s a tendency to assume that the salesperson lost because their product was inferior in some way. However, in the majority of interviews buyers rank all the feature sets…...
Use This Word For Word Phrase When Asking For Referrals – MTD Sales Training
How confident do you feel in asking for referrals? If you’re like most salespeople, the answer will range from ‘not very’ to ‘about as confident as a snowman in summer’. How, then, do you build that confidence so it becomes a natural way to gain more business from your current customer…...
5 Skills Every Salesperson Will Need in 2020
The majority of buyers already read three to five pieces of content before talking to a rep. And as time goes on, buyers are only going to consume more content.But not all content is created equal. It's becoming more common to find prospects who've been misinformed or misled by subpar sources --…...
