This may come as a shock to you…but some people are not 100% truthful on their resumes….

Well, yes it has been known to happen on occasion, but there have been times when people (and not just sales people) take a little creative license when writing their resumes.

The big untruths, you can probably pick out:

“…was instrumental in the signing of the SALT II Treaty…”

“…single-handedly responsible for wiping out hunger in the countries of Botswana, Niger and…”

“…won seven CEO Circles in six years…”

The less obvious ones are take a bit more work for you to uncover. In our continuing blog series on how to hire a sales superstar, we delve into three tips on how to do that here: (more…)

OK, you need to hire a new sales rep.

Maybe, the one you just let go couldn’t cut it…

Or maybe your company is going through an expansion and you have to hire an entire sales force at once…

Or perhaps your best rep just got promoted (congratulations by the way – even though it does kinda suck for you) and you have to hire quick…

So what do you do? (more…)

When you were interviewing for your current job, you probably prepped yourself for days, making sure you did all your research on the position, spoke to the few people who know the job well, maybe got a little background information on your boss-to-be.

On the day of the interview you woke up that morning, you might have rehearsed your answers to some of the potential interview questions while you were in the shower.

Maybe you made extra sure that you got a nice haircut was just so and wore your best suit and even shined those beat up Bostonians.

The point is this, when you interviewed, you made every possible attempt to represent yourself in the best possible way.

In short, that day, unless you were sick, you presented yourself in the best possible way you knew how. It was the best that you had.

By the same token, when a sales manager is interviewing sales candidates, (more…)

The best, high-performing sales managers are a different breed.

They notice stuff.

They notice what their salespeople are good at…as well as what they’re not so good at. They then leverage the stuff they are good at to coax even greater performance out of their salespeople. They largely minimize the weaknesses.

The average sales managers sees those same weaknesses and thinks that he can fix them. He spends all his time doing just that.

That’s why he’s an average sales manager.

Let’s show an example… (more…)

Like many children, my Dad used to tell me stories before he put me to bed. After running through the gamut of Big Bad Wolf, Goldilocks and the three Bears and Three Billy Goats Gruff, he used to tell me another tall tale. He’d say that when I grow up, I could be anything I wanted to be if I just worked hard enough. He said. “Anyone can become the President if they wanted it really bad and worked hard for it.”

I trusted him…that is until I became a sales manager…

No offense to Dad, but the problem with the story is that it’s just not true!

It’s romantic, hopeful, and optimistic, but it can’t be any more true than Santa Claus riding down the chimney on Christmas Eve.

Do you truthfully believe that everyone is born with the exact same potential? (more…)