The Sales Blog

Filtering Out The Sunlight

admin — Tue, 03 Apr 2012 03:27:08 +0000

We all think we are doing everything we can to get the best results possible.

But how many of us are applying a set of filters to shield us from what we do not want to see, or hear.

The other day, Peter was having an obvious issue closing and like so many salespeople, wondered why he was not doing as well as he knew he could. But when coaching him, it became very clear that he did not want to :

Identify what he was doing less well and;
Devise a more successful strategy.

What Peter wanted to hear really, was something like, “It is OK, I know you are trying, Things will turn around if you just persist”.

I was watching a law and order show the other day and the perpetrator, literally said to the detective interviewing her, “I want my Daddy”. This is after she murdered her husband in cold blood.

In times of stress, salespeople filter out the sunlight - self evaluation, objective assessment, re-planning and execution of new or proven successful strategies and replace it with warm, comforting nurturing that our parents may have provided when we were 10 or so.

But we owe it to ourselves to hear the messages that are going to make us better salespeople:

What, specifically am I doing wrong?
What, specifically do I have to do to get better results?
Suck it up and execute the new approach as if your life depended on it.

For filtering out the sunlight only leads to darkness.

Traits of the Best Sales Professionals by www.kasplacement.com

Ken Sundheim — Mon, 13 Sep 2010 23:22:32 +0000

1. Hunter Mentality - Our clients come to us because they want to increase both their client numbers and subsequent revenue. As sales recruiters this is our job and what we do every day. There is a big difference between an account manager and a sales representative. Sales representatives are the ones who go out and hunt for business while the account managers are the ones who make those clients happy via solid customer service.

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Selling at a Big Firm vs. Selling at a Small Company by www.kasplacement.com

Ken Sundheim — Tue, 20 Jul 2010 01:53:09 +0000

As a recruiter, the best sales professionals whom I come across are not exclusively members of either a large or small organizations. They come from all corners, all walks of life, all races and backgrounds, all different types of companies. However, the one thing they share is a hunter mentality, passion for their work, intelligence and an entrepreneurial sales spirit. Regardless of personality, there is an astronomical difference between selling at a large a firm and a small organization.

Here are some concrete reasons why.

Selling at a Large Firm (our perception 1,000 + employees)

(more…)

Acing Your Sales Presentation

Ken Sundheim — Mon, 12 Jul 2010 09:50:43 +0000

Tips for Acing your Sales Presentation by www.kasplacement.com

Part of our job as sales recruiters is to support our candidates through the interviewing process. We understand that looking into the possibility of changing careers can be very stressful. Being able to interview well and give convincing presentations are skills that can be practiced, developed and honed over time. While we do not have the ability to make or break our candidates’ interviews, we can offer what we hope are some helpful tips and guidelines.

Interviewing Confidence
Always present yourself with confidence. Be careful, however, that your confidence does not translate into arrogance. Our recruiters advise not to pretend to know what you do not, or claim to be an expert at something you have only read about. If you are unsure about something, don’t be afraid to say so. Use it as an opportunity to show your eagerness to learn. Engaging the interviewer with eye contact shows both respect and self-assuredness as well as being a good way to make an immediate connection. (more…)

Reduce Employee Turnover

Rob Halvorsen — Tue, 26 Jan 2010 18:34:43 +0000

High turnover in the sales department can not only cripple the overall perfomance of a sales department but can cripple the profitability of the company at large. Controlling and reducing employee turnover in the sales department is a challenge that every company faces. In this article, I will discuss several methods toÂ improve your retention rate and help reduce the high cost of employee turnover.
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Maximize Your Job Search

Rob Halvorsen — Tue, 26 Jan 2010 18:34:40 +0000

I receive emailsÂ from individuals everyday looking for ways to improve their job search methodsÂ and I thought I would spend a few minutes today and discuss some of the features available at Sales Careers Online and how you can use them to maximize your job search efforts.
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Highest Paying Sales Jobs

Rob Halvorsen — Tue, 26 Jan 2010 18:34:34 +0000

Each month Sales Careers Online receives at least 100 emails from users and visitors askingÂ “What are theÂ highest paying sales jobs” is a keyword or related search to sales jobs on Google.

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Sales Associations: Are You Participating?

Rob Halvorsen — Tue, 26 Jan 2010 18:34:30 +0000

Sales associations are

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Sales Books You Should Read

Rob Halvorsen — Tue, 26 Jan 2010 18:34:26 +0000

The following are a few sales books written by contributors on this site and are highly recommeded for reading

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Your Hired - Uh Oh - Your Fired!

admin — Tue, 26 Jan 2010 18:34:23 +0000

I believed Samantha when she told me that she would give me her all and I would not regret recruiting her. How wrong was I? But my attitutude albeit one that saw Samantha exit the Sales Team after just two short months is the same attitude that has produced sales winner after winner, year after year.

See I accept that I have to trust in people, to belicve in their potential for greatness in order to develop them into great Salespeople. For I know that for every Samatha I fire, my next new hire could be a sales superstar.

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