Sales

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.

Posted:  May 30, 2012 - 9:10AM by Jim Worrell

It doesn't matter if you have a sales manager, or if you are the sales manager...the questions listed below go to the core issues in getting more sales for your company.  If you honestly don’t know the answers to these questions, then you’ll certainly benefit from sitting down with your sales team and discussing them.

Posted:  May 22, 2012 - 6:55AM by Jim Worrell

I recently attended a sales meeting with one of my Indian customers.

It was the second meeting with this new prospective company, but our first meeting was with three (3) new people from their marketing department.

Posted:  February 3, 2011 - 10:07AM by Jim Worrell

I am thrilled to be able to introduce my good friend, Jill Konrath, as AmeriStart's newest guest blogger. 

As many of you are aware, our sales team at AmeriStart models our sales approach with many of the cutting-edge strategies, insights, and techniques Jill teaches in her best-selling and award-winning books, "Selling to Big Companies" and "Snap Selling."

Posted:  January 28, 2011 - 9:22AM by Jim Worrell

When making a sales presentation, how often do you have the mindset "Let me tell you about me?"

You probably want to tell them about your product or service, your company, your people, and oh yeah, how can I forget, your high quality services.