I was talking with a CEO who said that ‘all salespeople by nature are dishonest – <a choicest Hindi abuse>’. I winced. I told him, Not necessarily. It depends on the traits you hired for & the sales process you have that encourage or discourage honesty. A salesperson’s ‘honesty’ is not just innate – it…
Read more
You are a hotshot sales exec. who exceeds his quota every year and get the variable comp. and the glory for your wins. Do you honestly heart-of-heart need to thank anyone for your success OR is the glory yours & yours only? Your job is on the line every year / and winning business doesn’t…
Read more
Are you searching for that elusive rain-maker salesperson to bring in multi-million dollar deals, for your company to survive? That person who has a high power rolodex and magically pulls deals from nowhere that takes you on the path of prosperity & million dollar bank accounts? Sorry to break your bauble – but such persons…
Read more
What is the biggest must-avoid trait of a sales-person? You may be unimpressive, may not understand customer needs, communicate poorly. You may still survive in sales.But there is one thing that will spell doom for your sales career. It comes in three alphabets – EGO. PRINCIPLE 1: The prospect is allowed to hurt your ego –…
Read more
