One Profile You Need To Have On Your Sales Team Oct14

One Profile You Need To Have On Your Sales Team

We celebrate them at the Olympics, we cheer them on in university stadiums and we go wild when “our team” wins the fill-in-the-blank Cup. Turns out there is more to dribbling a ball down a court, or spiralling a ball down a field, than once assumed. Behind the entertainment factor, athletes are some of the hardest working individuals around. They’re not simply on the court/rink/field for a few hours, rather they are training 24/7. Whether they’re weightlifting, dieting, practicing or meditating – athletes are constantly grinding to perform better and be the best versions of themselves. So what does this have to do with sales? We’re not saying go out and recruit Lebron James as your newest account manager (which would be cool if you did!) but athletes make for excellent sales potential. Athletes develop mental toughness, a hard work ethic and the endurance needed to succeed; all of which are relevant when it comes to a career in sales. If you are staring at a resume with university athletics or pro league experience, give it a second look. The transferable skills learned in the gym or on the court are almost innumerable, but here are a few of them:   1. Team Players Looking for people who cooperate to achieve a higher purpose, even though they realize they might not get along with everyone along the way? Welcome to an athlete’s world. They know how to put aside personal feelings and put the team above themselves. They truly know what it means to take one for the team and put in the extra effort to make things work.   2. Goal-Oriented This one needs no further explanation. Who better goal-oriented than athletes? This is literally what they live for, and they understand the...

How To Spot A Future Sales Maven Aug03

How To Spot A Future Sales Maven

Grit. Resilience. Drive. Three words that separate the hunters from the gatherers. Three qualities that separate the gold medal from the participation ribbon. We all want to hire candidates that embody each of these qualities, but how can you spot your next sales guru? We all want to see those three things on a resume and in an interview, but how can you be sure your candidate is a walking version of the job description? Here are a few key ingredients to look for when making your next sales hire. Relationship Builder Bottom line: people don’t want to be sold a product. They want to be sold an experience, and only people can offer that. Developing strong, consultative relationships with clients in order to find solutions to their business problems is how one #wins at sales. Ask yourself: what is their network like? How many connections do they have on LinkedIn – and real life? How natural are they around people? Candidates with strong relationship building skills and a focus on making a difference rather than a dollar are key to look for. Coachability Hire athletes and train them into salespeople. Athletes are used to being coached, living off of feedback, and trying again and again until they get it. A willingness to learn is an important quality to look for in any hire – so if you find driven individuals that are open to feedback and personal development, do your best to pursue them and get them on YOUR team (not someone else’s). Ensure your recruiters use sports search terms when recruiting for sales positions; you won’t regret it. Initiative Seek out go-getters. Plain and simple – find people that make it happen, rather than wait for it to happen. Look for candidates...

Why Starting a Career in Sales Pays Dividends Jul07

Why Starting a Career in Sales Pays Dividends

Do the words ‘cold-call’ or ‘sales pitch’ make your palms shake in fear? Do you shy away from job descriptions with the word ‘commission?’ To many new grads, sales is the dreadful career path of absolute last resort. Too often, a career in sales is disregarded before giving it a fair go.  If you’ve never pictured yourself starting a career in sales, you may want to reconsider what you’re leaving out. Not only does a career in sales give you the opportunity to earn more than a capped income, but more importantly it teaches you life-long transferable skills. At the end of the day, everything revolves around some form of transaction. By starting your sales career early on, you can learn valuable skills that separate you from the competition and that apply to any career path you may find yourself on. Ask yourself, do you want to invest in a career that continues to pay dividends years down the road?   Input in. Input out. A career in sales gives you the opportunity to have your hard work pay off. What other career do you get to see direct results and reap the benefits of your blood, sweat and (occasional) tears? With a career in sales, the results of your efforts are tangible, in both quotas and commissions, and you have the potential to make more than $100K per year. Unlike most jobs, the harder you work, the more you can make.   Set Goals. Reach. Repeat. Learn to set goals, eat targets for breakfast, and then do it over and over again. Sales positions have performance metrics that are clearly defined and easily measured. Although this may seem intimidating at first, once you learn how to set goals and blow them out of...

LeaderLounge™: To Sell Is Human

Our first LeaderLounge™ is only a few weeks away (cue fanfare and trumpets). We are launching the series with a bang, bringing in the big guns: my talented colleagues Keith Bradley, Sales Recruitment Consultant, and Matthew Campbell, Recruitment Consultant for the Albertas. These recruiting pros with sales and marketing roots are leading the first ‘Leaders are Readers™’ session on “To Sell is Human” by Daniel Pink. Award-winning digital media executive, Tom Gierasimczuk, General Manager + Publisher at TC Media will also be on hand to share his insights on sales in the publishing world. If you have ever had the opportunity to see Tom speak you know you are in for some great insights and applications (with possibly a dose of sass here or there). Pink’s ‘To Sell is Human’ raises compelling points around connection and sales – the internet, in fact, has not killed sales jobs. In reality, the total number of sales jobs has increased since 2000. In Canada alone 25% of the workforce is in “sales and service occupations,” and around the world the average is 1 in 8. It’s simply the sales model that has changed. What is the Leaders are Readers™ series you ask? (If you don’t know at this point you should probably A) Follow us on Twitter and LinkedIn, and B) check out our LeaderLounge™ introduction post.) In a nutshell, the workshops allow you to experience all the benefits of reading a top-ranked business book without having to do so. Our team prepares an in-depth presentation of a best-selling book and walks through key themes, learnings, insights, and applications. We also invite industry leaders to drive things home with a case study. It is a high-speed book study, perfect for busy marketing, sales and communications professionals. Not only will you learn...

LoveMonday #59: The Big Sell May20

LoveMonday #59: The Big Sell

Selling is an art form – no question. When you walk into an interview, you sell yourself. When you meet with a client, you sell the business. And when you invest your time in regular and meaningful interactions, you sell the relationship. If you’ve ever been the one to “go dark” in any kind of union (employee/employer; contractor/client; recruiter/job hunter), then you know how detrimental a lack of communication can be to the health of your associations. A quick touch-point, like a check-in or email, can do wonders to keep your relationships on track and reinforce that those vital ‘next steps’ are coming. Who should you reach out to this #LoveMonday? It’s the little things that count, even at work. Here’s how to really reward your employees – one small CONSISTENT, SPECIFIC and SINCERE act at a time. [VIDEO] … Sales is a core part of any business, but how well do you understand the process and the people who excel at it? In this article, Mark Suster offers up the skinny on sales (for the non-sales minded). … “You can’t possibly know you want to work for my company, unless you know A LOT about my company.” Are you putting enough work into getting the job? Your resume alone won’t cut it. … Don’t leave another voicemail or write another email without reviewing this: “What part of this message is of value to me?” The example may be extreme, but we’ve all been guilty of this communication blunder. … Stick your gum under your desk and you’re liable to be called into HR. Stick your gum on this guys’ head, and it’s called, Art. Just what Vancouver needed or germ-ridden...

Love Monday #45 – The Art of Sales

Tomorrow, our very own Peter Reek and Rodan Gopaul-Singh will be on-site in Toronto for the much-anticipated Art of Sales Conference – a speaker’s series attracting thousands of attendees with heavy-weight presenters ideating on today’s most pressing marketing and sales issues. Not only will Peter and Rodan be soaking up the insights, they’ll be helping attendees get-it-right with the “Art of” LinkedIn Headshots – our Smart Savvy mobile photo booth will be on-site and ready for action. With speakers ranging from Porter Gale (former VP, Marketing at Virgin Airlines) to NY-Times best-selling author, Daniel Pink, it’s sure to be an inspiring and super-fueled day. Here’s a #LoveMonday taste of what’s to come – we’ve rounded up some links from the ArtOf’s enviable speaker line-up: Sales people used to have information on their side. Now what? The Art Of Sales’s keynote speaker, Daniel Pink, speaks up in defence of selling, telling us why it takes more “intellectual sophistication and insight” than ever before. Read More… … The act of shaking hands may seem like a given but, with a little practice, you can turn the humble handshake into a powerful selling machine. This excerpt from Top Dog Sales Secrets explores the Fine Art of “Just Shakin’ on it.” … One customer said,  “I love meeting with those folks…I always learn something when I spend time with them.” Art Of Sales speaker, Matthew Dixon and his co-author, Brent Adamson, talk about sales reps as “Challengers” and why we should all be having insight-led sales conversations with our customers. … Why didn’t I think of that: Best Practices are Stupid author, Stephen Shapiro says “being easy to do business with is critical to success.” How can you be easier to do business with today? And how can you turn that business ‘differentiator’ into innovation success? … The Ultimate “VP of Sales” Interview...

Love Monday #42 – Local Issues Jan06

Love Monday #42 – Local Issues

For many, this Monday in January is a second New Year’s. The real, back-to-the-grind after the holidays. A second re-do on already bent resolutions. So, while Jan 1 may have had us waxing esoteric and thinking big picture, we like to use week 2 to start tackling local issues (i.e. those in our immediate control). As you’ll read below, trust and being a great audience to those around us are high on our list. We’re also reshaping priorities (i.e. lunch with new co-worker instead of social media crawl) and shaving bad habits (the busyness crutch) in small, focused and impactful ways. What are your local issues? What can you change today? From the mosh pit to the office: Read William Azaroff‘s epiphany about Vancouver’s local music scene and how important it is to be a great crowd. Do you inspire your boss/your coworkers/your mentors to play their best? … Author Nan Russell argues that “trust” plays a bigger role in careers and career potential than most realize. Her new book, “Trust Inc”. looks at the various ways we build, lose and gain trust – and explains why trust is a local issue (in other words, in your hands to change). … Here’s a tip to make your next employee evaluation or resume-writing session a breeze. Forbes suggests starting an email folder to capture all your accomplishments.That way, they’re available for easy recall when you need them (and you will). What to include? Kudos from clients or coworkers, any hard, numerical results from campaigns or projects and pieces for your portfolio. Click here for 9 more things you should do at work at the start of 2014. … Do you love telling people about the millions of meetings you have to wrap up? The thousands of phone calls you need to return? Or the...