Stop Talking to PWOTs

If you’re going to sell anything, you must deal with real prospects. Your challenge as a salesperson is to separate the real prospects from the unreal ones. That’s what qualifying a prospect is all about. Finding real prospects is not difficult but too few salespeople do it and end up wasting their time trying to […]

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Don’t Let Your Salespeople Get Overdrawn

Commission salespeople are among the highest paid people in North America. It’s a high-stress, high-anxiety position that pays well when the individual performs. Having a draw against commission is an excellent way to keep the wolf away from the door during lean times or while a new salesperson is coming up to speed. There is […]

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Are Your Salespeople Overpaid

As a sales management consultant I’m often asked, “How much should I be paying my salespeople?” That’s a question that I think most sales managers and business owners would like answered. So I’m going to share my concept with you. The average salesperson, on the other hand, will probably want to lynch me after reading […]

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How to Split Commissions Without Splitting Heads

Watching two salespeople fighting over who gets what in a split sale is worse than listening to two male cats having a territory fight in the middle of a hot August night. You don’t want to hear it, and you certainly don’t want to be in the middle of it. The bigger the commission, the […]

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Beware of the Sales Gabber

Some salespeople simply don’t know when to shut up! Recently I had set aside an hour to do an interview with a sales candidate. Now I do a pretty thorough interview and I came prepared with a list of 30 or so questions I like to get answered. I usually start off with a brief […]

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