Technicians as Sellers????

Technicians as Sellers????

I just moderated a panel where the topic of hiring industry experienced technical people for sales positions came up. I also recently had the same discussion with several clients.

Why are many sales organizations interested in moving technicians into sales jobs? I suspect it is because the job market is so tight that it is difficult to find and attract quality salespeople.

Key Question: Do you think it is easier to hire a great salesperson and teach them your products and services? Or is it easier to hire a great technician and teach them to sell?

I am always going to come down […]

Key Takeaways from Smart (and Successful) Leaders

Key Takeaways from Smart (and Successful) Leaders

I just moderated a panel discussion at the ESX conference entitled “How to Drive Performance with the Sales Team and Weed Out Underperformers.” The panel featured some very successful sales leaders and  I learned some great things from them. It was also an opportunity to review principles that have been around a while but are easily forgotten.

Quick Reminders

The following list is not earth-shattering, nor likely new information. However, it is predictive of success.

Use a predictive and repeatable process to hire sales talent.
Have set expectations when the new hire starts as to what they are to achieve and by when.
Focus on […]