How to Use Your DISC Assessment to be a Better Salesperson

Posted

Employers and employees alike have used personality assessments for years. Employers like these assessments because they help gauge how employees fit within a team or department; employees like them because they both affirm strengths and suggest ways to improve upon weaknesses. Although dozens of personality assessments exist, not all assessments are created equal. For salespeople,… Read more »

Leadership Lessons from a Rookie Coach…

Posted

“The Drought…” Buffalo fans had lived with the playoff drought for 18 years! I will spare the details, but as many lifelong Bills fans will attest, it has been a disappointment and embarrassment as we employed nine head coaches over that time to rescue a listless franchise. We threw millions of dollars at premiere players,… Read more »

Top Grade your sales enterprise

Posted

How many of your sales people are actually paying for themselves? Interested in Knowing? Calculate the Break even point for your sale people: A) Compute total compensation (Salary,+ commission payout) Now add all of your benefits to the total comp above (assume 30%) B) Multiply that rep’s annual sales number by your average Net profit… Read more »

“But they had experience!”

Posted

… Famous last words of a FORMER  top sales executive… Top performing sales organizations have a robust process in place to Find, Obtain, Develop and  Retain top flight sales performers.  They do several things very well, and have adopted systems and metrics to measure and improve all aspects of the sales and marketing  processes. The best… Read more »

Sales Training Academy

Posted

A recent review of sales training effectiveness concluded:  55% of salespeople lack basic sales skills. Every dollar invested in sales training returned $29 in incremental revenues. 55% of sales reps don’t have effective communications skills. The best sales training will improve the performance of an individual on average by 20%. A world class sales bench… Read more »

Quit rolling the dice when you hire sales people

Posted

How many of your sales people are meeting their Quota?  Why is it that some excel while others falter?  In the years I have been training and developing sales teams I have tried to identify the key attributes that great sales people share.  Sales people are an extremely challenging interview as they are trained to… Read more »

BARQAR Marketing and Hahn Training, LLC Announce Strategic Marketing and Sales Consulting Partnership

Posted

BARQAR and Hahn Training are pleased to announce a strategic partnership aimed at helping businesses better align their sales and marketing strategies. The new partnership will provide businesses with expert sales coaching and management strategies coupled with a data-driven marketing strategy to drive sales efficiency and revenue. “After working closely with BARQAR on our new… Read more »

Do you OWN a systematic sales process?

Posted

Has your sales enterprise defined a systematic sales process? Your process should include definitions and nomenclature at each sales stage. A sales system identifies in very clear terms the specific steps of the sales process; from initial contact through qualification to close and beyond. Do not assume your sales people have the same systematic selling… Read more »

Characteristics of great sales leaders

Posted

Over 25 years of working with sales organizations of all sizes, I have discovered the SEVEN  best practices sales leaders consistently do better than their counterparts: These are the 7 critical characteristics that top sales leaders share: ~They are rigorous in their Hiring decisions: Realizing the incredible cost of a poor hire and the incredible… Read more »