Sales Recruitment Criteria
Proper sales recruitment is crucial to the success of any business. Sales specialists are the link between customers and the products and services offered by the business. In order to generate a significant amount of sales and maximize earning potential for the company, the sales team must be aggressive and highly knowledgeable. Effective sales recruitment will ensure that only the most skilled sales personnel join the team. Effective sales recruitment means hiring personnel based on certain criteria that would qualify them as competent...
read moreSEO Sales Leads & Lead Generation
Lead generation doesn’t have to be limited to calling and email campaigns. The holy trinity of sales leads has a third component that is fundamentally different from the other two. That component is inbound leads from the web. People make search queries with commercial intent all the time, and in all likelihood they’re searching for what you sell too. Cold calling and email blasts are a form of push sales and marketing. You plan an efficient and well-targeted campaign, but these strategies will always require a wide net. With SEO,...
read moreSales Recruiting – Managing Sales Professionals
In my last post, we took a look at Recruiting as a Key Accelerator and some often overlooked Recruiting criteria and prioritizing the selection criteria in a somewhat different fashion than you might have seen in the past. This post adds some new elements to prior articles on the subject of Managing Sales Professionals once they have been recruited and brought on to the sales team. While volumes have been written on this topic, I’d like to speak specifically to Company Culture and three of the most common things we see holding back the...
read moreSales Recruiting
Key sales accelerators fall into several categories. One covered earlier in this series was lead generation – specifically the addition of lead generators and other sales support personnel such as appointment setters. Whether you are outsourcing sales or managing your company-owned team, lead generation is a no-brainer as it can easily have a five times leveraging impact on the effectiveness of the sales team, accelerate sales execution and double your sales pipeline, creating some very high ROI’s. Another very common problem area is...
read moreThe Wise Approach to Outsourcing
For many years a certain dogma about when and where to use outsourcing has persisted. It goes something like this: CEOs should outsource those processes that are not core, i.e., not critical to an organization’s operations and keep in-house those processes that are in fact core. Though there have been some variations to this notion of outsourcing only non-core processes, I believe the thinking in this area is somewhat flawed. This is due in large part because its supporters don’t realize certain real-world competitive imperatives that...
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