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Shane Gibson's Podcast - Social Selling - B2B Sales and Influence

Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy

Monthly Archives / July 2008

  • Jul 26 / 2008
  • Comments Off on Sales Podcast – Running Effective Sales Meetings
* Sales Podcast, Blogathon 2008, iPhone Podcasts, Leadership, Sales Articles, Sales Blog, Sales Management Blog, Sales Training

Sales Podcast – Running Effective Sales Meetings

This podcast entry has been sponsored (donation MSMF charity) by Kristine Heckman of lifemark.ca (Ontario).

This podcast is on how to run effective sales meetings.

This is blogathon entry number 30 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • Comments Off on Question from Minto Roy of Careers Today Canada Radio
Blogathon 2008, Leadership, Sales Articles, Sales Blog, Sales Management Blog, Uncategorized

Question from Minto Roy of Careers Today Canada Radio

Blog Entry Sponsored by Minto Roy (donation to MSMF foundation)  of Careers Today Canada .com.

Dear Shane,

What advice could you give to employers that are seeking to hire top sales performers in what is still an employees’ job market (especially when we refer to top sales producers)?

Dear Minto: There are several factors that we need to look at when recruiting top performing sales people.  The first step in my opinion is to:

Write up a complete description of the type of sales job it is, including the following:

  1. Amount of phone selling, cold calling, proposal writing, group presentations.
  2. Geographical area
  3. Amount of travel
  4. Amount of time away from home
  5. Level of independence
  6. Hours expected to work
  7. Work culture of the company
  8. Reporting and paper work expected
  9. Client entertainment factor
  10. Type of customers or potential customers
  11. Level of acceptance by the customer in reference to
    • the company
    • the products and service
    • the industry
  12. Level of selling
    • Product/service focused
    • Relationship marketing focused
    • Customer and solution focused.
  13. Size of average sale
  14. Length of the selling cycle and any other important factors you can think of.
  15. Trade show selling and seminar selling etc.

With the above job description in mind, carefully describe the characteristics, behaviors, values, skills, experience and abilities you require in this person.

Secondly realize that top producers are rarely ever unemployed.  Being in the recruiting business you know that top producers are constantly being courted for other job positions.  My suggestion is hire in advance, network where these producers work and play, and even offer finders fees to your own internal sales team if they find you a winner.

My last thought is winners like to win, and they like to win quick.  If you’re recruiting top performers you better have a sales opportunity and a process that enables them to hit home runs early.  Showing up to a disorganized sales environment with no sales process or culture is something that will quickly repel most top producers.

Thanks again Minto for your contribution to the MSMF Blogathon!

This is blogathon entry number 28 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • 2
* Sales Podcast, Blogathon 2008, iPhone Podcasts, Leadership, Sales Training

Peak Performance Podcast Part 3

This is part 3 of the 3 part guest podcast with Fred Shadian on Peak Performance.  This podcast discusses how to overcome failure through the power of focus and the discipline of life long learning.  Thanks Fred for your donation to the MSMF foundation.

This is blogathon entry number 25 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • Comments Off on Peak Performance Podcast Fred Shadian Part 2
* Sales Podcast, Blogathon 2008, iPhone Podcasts, Leadership, Sales Training

Peak Performance Podcast Fred Shadian Part 2

This is part 2 of the 3 part series on Peak Performance with Fred Shadian.  This podcast discusses how peak states of energy and well managed energy can influence our level of success in sales and in life.

This is blogathon entry number 24 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • Comments Off on Peak Performance Podcast Fred Shadian Part 1
* Sales Podcast, Blogathon 2008, iPhone Podcasts, Leadership, Sales Training

Peak Performance Podcast Fred Shadian Part 1

Fred Shadian FirewalkThis Podcast and Blog Entry is sponsored (donation made to the MSMF) by Fred Shadian of Cyclone Fighting Arts.  Instead of submitting a question I asked Fred if I could interview him on peak performance and his new topic of breaking through performance plateaus.

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