If you are an executive responsible for sales or hiring sales reps, you may want to sit down for this. In a 2011 study by CSO Insights, they state that “there is a 60% percent chance they (recently hired sales reps) won’t add to you bottom line in this year”. According to the study, “the ramp-up time metric is very valuable in determining when the results from new hires will begin to impact the revenue stream”. When they asked their study group the following questions “On average how long does it take for a new sales rep to be fully productive?” here is what they uncovered: 17.6%...


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“I want my sales reps to be ruthless”. This is the feedback I received from a regional sales manager at a solution provider client of mine. His comment got me thinking. I honestly don’t know if he meant that he wanted his team to be a mean, cold hearted group of SOBs when it comes to selling. He may have. However, instead I think it was a little deeper than that. I think what he meant was, something that I’ve noticed with a lot of folks both young and old. From the younger sales folks it seams like many expect too much for little effort. And from the older folks…well many have been...


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No doubt about it we are living in some turbulent times. And unless you are consciously proactive, all the negative news spewed out every other minute can have a negative impact on your psyche. And worse yet it, it can affect your sales results and your sales people. As an owner or sales/marketing executive, you have do everything you can to avoid the following attitudes and their related actions among your sales team (more...)


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