Posted: August 22, 2012 - 8:15AM by Jim Worrell
Last week I had a conversation with the CEO of a medium-sized company who was having trouble with his sales team. Sound familiar?
He asked me a lot of questions about how to hire the best sales reps, how to compensate them, motivate them, and retain them. That led us to a discussion about what makes the difference between an average sales representative and a sales rep that consistently hits the sales plan.
So, what makes a great sales rep? Having hired nearly 100 sales reps in my career, here are the attributes that make the difference between a good sales rep and a great one.