Build & Manage a Top-Performing Sales Team — Post #13 Introduction. Wouldn’t life be wonderful if you thought about something, made a decision, and everything just miraculously worked without any friction? Well, but there is this thing called reality that often gets in the way. And — even worse — there are those people who make your life harder by disagreeing…

Build & Manage a Top-Performing Sales Team — Post #12 Introduction. After we talked about How to define your company’s hiring needs, How to set up your interview process, and How to get continue checking if your hiring process works, a few weeks ago, many people started asking, “but how do I get the top talent I need?” That’s a very…

Build & Manage a Top-Performing Sales Team — Post #11 Introduction. I hope you had a wonderful weekend and some time to reflect on the 8 learnings I mentioned in the last posts. …

Becoming a Better Sales Rep — Post #40 Introduction. I always like to talk about personal development topics before the weekend. I think it’s important to sit with topics like this for some time. …

Becoming a Better Sales Rep — Post #39 Introduction. The first week of January is a miraculous place for sales professionals. It’s a rare time of the year where you get the chance to get more and different kinds of deals on the way. You yourself have most likely experienced the most prominent implications of this: the full gym…

Becoming a Better Sales Rep — Post #38 Introduction. Sales is such an incredibly fast-paced profession and all of us sales professionals are consistently being evaluated on our performance that we try to make everything as efficient as possible. And, I’m not advocating against this. However, there’s a consequence, one should be very aware of: false assumptions. The easiest…

Becoming a Better Sales Rep — Post #37 Introduction. Many sales professionals are significantly overworked. Even more so when they’re at the beginning of their careers. Everybody wants to make a good impression in their new job. And, on top of this sales is particularly competitive and results are so easy to measure. However, as we learned in an…

Becoming a Better Sales Rep — Post #36 Introduction. As sales professionals, we care about closing the deal. Everything we do is with the hope and dedication to eventually have a signed contract that somebody is gonna use our products or services in exchange for something. So, most salespeople easily get into the mindset that they need to close…

Becoming a Better Sales Rep — Post #35 Introduction. I focused on negotiation in my grad studies. Holding an undergrad degree in business and chemistry, I’ve been nurtured to rely on hard facts and think scientifically. So, when I started my graduate studies in the social sciences, it came as a huge surprise to me how valuable soft skills…