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

Posts Tagged / blogathon

  • 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 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.

  • Jul 26 / 2008
  • Comments Off on Final thoughts on Mentorship – Blogathon Entry # 22
Blogathon 2008, Leadership, Sales Articles, Sales Blog

Final thoughts on Mentorship – Blogathon Entry # 22

The End of the Relationship

leadership samurai eastern philosophyWe are often mentoring people because we have a road map or insight on how to get somewhere that they want to get to. It’s okay for someone to outgrow the mentor or even outgrow their goals before they get there. As a team we can mentor someone on starting a successful consulting practice, we can even train a sales force of 500 or 1000 people, but when the mentee starts requiring advice beyond our scope and experience at we know it’s time to help them find a new mentor. Some people may see it as a failure to no longer be able to offer additional insight or direction to a mentee, but we would like you to reflect on the following quote from an unknown Japanese author:

“The test of a good teacher is not how many questions he can ask his pupils that they will answer readily, but how many questions he inspires them to ask him which he finds it hard to answer.”

– Japan 300 B.C. – Author Unknown

This is blogathon entry number 22 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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

Sales Podcast – Transferring Leadership

This sales podcast is focused on how to prioritize an invest in our staff for maximum ROI as an organizational leader.

This is blogathon entry number 21 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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