Colleen’s Blog

Beginning another phase of recruiting or simply want to increase your hiring success? There are certain things that should be automatic red flags. If they pop up while you're interviewing someone, it's a telltale sign that you should probably steer clear from them. Let's take a look at a few warning signs.

Are you clear on your prospecting? You're probably familiar with the saying "always be closing."

Sure, you've probably read numerous articles online dedicated to helping you make more sales. You've probably seen just as many videos dedicated to being healthy. Rarely though, are the two concepts ever fused. Yet, paying attention to your health and well-being is one of the most important habits you can instil to maximize your results.

How much attention are you paying to the way your sales team is engaging with their buyers? Why, you ask? Well, there's a big difference between the way mediocre or poor performers interact with their buyers compared to how top performers do. Average salespeople view and regard their prospects as one of two things: 1. superior to them or 2. inferior to them. Let me explain.

“Buyers have changed and loyalty’s dead now. Customers don’t care about the relationship anymore!”  I’ve been hearing that whine a lot from sellers. Most recently, it was from a client of mine, saying: “I’ve been supplying my long-time customer with free donuts and baseball hats every month for the last 20 years and now they’ve suddenly moved to the competition!”

Getting sales calls returned is almost always on a salesperson's mind.

A lack of speed kills sales. We live in an "on-demand" world. Your favourite show or movie is available on Netflix at the click of a button. Your closest family and friends are all "in your pocket" and a quick text away. This "on-demand" culture isn't limited to entertainment. It translates to the business world as well.

Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!) come across a seriously flawed sales strategy. However, I have come across many (and I mean many!) sales strategies which ultimately fail. So, what’s the missing link? If most sales strategies are sound and concrete, why do so few of them make a lasting impact?

You can't be afraid of your own pricing.

Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be.