Commission-only Pay Structures Suck

In my business, I talk to a lot of sales managers and business owners, and a fair amount of salespeople. One of the things I am always interested in is how they, (or the company they work for), hire salespeople and what their expectations are for their sales team.   One of the things that is discussed over and over again …

Hiring Great Salespeople Isn’t Easy

Right now, in the year 2020, sales managers across the country, (maybe the world), are asking the same tired questions to prospective salespeople. How is this possible??? Do you know how many times I’ve been asked something along the lines of “sell me this pen?” The thing is, that doesn’t really prove anything, no matter how good the pitch is. …

What Makes a Great Sales Manager?

While talking to a friend of mine about our usual stuff, (mostly accountability check-ins), we shifted to talking about sales managers.  I don’t even remember how we got on the subject, but it turns out that we had pretty different ideas of how a sales manager becomes successful.   His concern was that his sales manager was always out of the …

Why Personality Assessments Are So Important

When I was younger I worked at a lot of different jobs, most of them sales-oriented. More than once, I developed a bit of a bad reputation for not toeing the line or doing as I was told.  The reason? I asked too many questions. Whether it was because I couldn’t work well until I had all the information I …

The thing to remember about making habits stick

Look, I’m not perfect.  I know I talk a lot about how much I push myself to be better. Better at sales, better in my health and daily habits, better in my relationships. All around better.  But that doesn’t mean that it always works all the time. If you get my Sherpa newsletter, (sign up here if you don’t), you’ll …

What now? Pivoting Through COVID-19

Right now, you may be sitting at home not knowing what to do. You might be one of the thousands furloughed or let go due to COVID-19. And that really sucks. Or maybe you’re one of the essential workers that aren’t getting treated fairly for the hard work and risk you’re putting into just being at your job. That also …

Setting Expectations for Better Sales Conversations

If you listen to any of the productivity experts out there, one of the things that they always mention is to not agree to a meeting without a clear agenda in place. This idea is nothing new; high performers have been doing this since the dawn of time. And yet… So many salespeople don’t really know how to set expectations …

Rituals Replace Motivation

This morning,* I got out of the house very specifically to do one thing and one thing only.  <Write> Typically, I get a lot more writing accomplished in a coffee shop with headphones on than I do at home. Writing and other deep work, (such as process creation, marketing, anything that uses those creative juices and needs effort and attention), …

Pushy Salesmen and Buying Cars

The average person tends to have a natural distrust for salespeople. And, as a salesperson, it sucks. But I get it. My partner, Melisssa, and I were having a conversation about where this distrust started. When she thinks of a stereotypical salesman, (because, aside from makeup and Tupperware, they used to only be men), she thinks of the door-to-door hustlers …

Thriving as an Entrepreneur During the COVID-19 Crisis

We are in the middle of some strange times. We have never been in a situation like this before, so anyone who is telling you what is going to happen is just as unsure as you are. The news is all over the place, with a range from doomsday to dismissive.  For most people, even those that think it’s all …