Listen to an interview with sales management strategist and talent management expert, Lee Salz, as he shares hiring and onboarding pearls.

 

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There is a key question that top interviewers ask themselves when evaluating sales talent. In this episode of the Sales Management Minute, learn what these top interviewers ask that you should be asking too...and the indicators of candidate trouble.

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Promoted and fired - on the same day! It could easily happen. In this episode of the Sales Management Minute, learn the keys to analyzing sales performance.

 

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Separating your sales team into hunters and farmers may seem like a great idea. Before you implement it, check out this episode of the Sales Management Minute to learn how to avoid three common blunders.

 

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Life would be grand if we could sprinkle a few seeds in the ground, fertilize, add water…and a great sales person would sprout. This is truly a pipedream, but one often pursued by small business owners and sales management executives in their quest to find great sales talent. Rather than grow their own, they attempt to steal the crops from their competitors. Why not, their competitor is much better at growing a sales organization than they are. They will grab some magic from their competitor's… Continue

I’m not one that is used to asking for assistance, but I need your help.



A few months ago, my wife nominated me for a contest called One Man Minneapolis. A few weeks ago, I was notified that I am one of 20 finalists. The criteria is commitment to a fitness lifestyle, success in business, and active involvement in the community.



Now that there are 20 finalists, an online vote is being conducted and I need your help. If you… Continue

Sales managers are facing a set of challenges that they've never experienced before. They think their team is focused on generating sales, but they are completely distracted.





As a sales manager, for years, you've had Human Resources preaching to you about the importance of work-life balance for your sales team. They reminded you that studies showed that productivity increased when employees had balance between their work life and their personal one. They told you that… Continue

Dec. 19, 2008 – El Monte, Calif. – Lee B. Salz, a Minneapolis-based sales management guru and president of Sales Architects, has won a 2008 Sales Book Awards Silver Medal for his book, “Soar Despite Your Dodo Sales Manager,” according to WBusiness Books, Salz’s publisher.



Salz’s book took a Silver Medal in the Sales Motivation Category. Additionally, his book was among the top 12 Landslide Sales Book of the Year… Continue

Everyone is searching for answers on how to sell in a down economy. Many feel that the sales game has changed, but in reality the economic challenge has forced sales people to improve their skills and refine their approach.



When I present to sales organizations searching for the Holy Grail to sell in this economy, I start with a very basic question. "What is your job as a sales person?" Usually, that question is met with silence for a moment; and then I'm peppered by a… Continue

Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role.





One of the most critical decisions a company will make is the hiring of the right sales manager. However, many business owners and executives make the all too common mistake of restricting their search to those with industry experience. There is a feeling that the sales manager must come from… Continue

If you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them.





The compensation plan changed again. The revolving door of company executives spins out of control. You look at the corporate direction and you'd like to give the CEO a compass so he can find his way. Concerned, you've decided that today is the day that you will peek your… Continue

Motivation is one of the biggest keys to developing successful teams. Every day strong skilled teams are beaten by lesser skilled ones loaded with heart and desire. But who creates the motivation for that to happen?





One of my favorite hobbies is playing baseball with my kids. I'm very involved with their Little League teams and volunteer to help teach baseball skills to the kids. My 7-year old son, Steven, is playing his first year of coach-pitch baseball. Prior to that,… Continue

Channeling the energy of a sales team can be challenging. How you compensate them determines where they invest their time and the results you get.





When I speak to business executives, one of the challenges I often hear is that their sales team is not doing the things they feel are most critical to the success of the company. I then ask to see their compensation plan. After a thorough read, I share my impression of the message of the compensation plan and ask if this is… Continue

April 21, 2008, Minneapolis, MN – Business Expert Webinars (BEW), an international community of business experts, comprising best-selling authors, award-winning speakers, and business gurus, announced its launch today with more than 100 speakers and 700 live business education webinars that begin airing in May 2008.



“We are using webinar technology to deliver business eLearning,” said Lee B. Salz, President and CEO of Business Expert Webinars. Topics include all genres of business… Continue

My wife Sharon and I dated for exactly two years before I proposed to her. Over our two year courtship, I got to know her likes and dislikes. I understood her goals in life and her aspirations. She knew the same about me. On July 24, 1996, in the White House Rose Garden (true story), I asked Sharon to marry me. She excitedly agreed. What might have been her response if she didn't feel like she knew me well enough to make that kind of commitment? Would she still have accepted?



What if… Continue

Close your eyes. Think of the perfect mate. Are you done? Close your eyes again. Think some more. How long is your list of requirements of the perfect mate? Are there five of them? Ten? Perhaps, you have twenty. Think about your list again. Are each of those really requirements of your ideal mate? Or, are those desired attributes? On which items are you willing to be flexible? For example, some people say the religion of their mate is a requirement while height is only desired. For others, it… Continue

There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. Many err and "promote" their best seller to a sales management position. Why this is called a promotion is beyond me. The job of the sales manager is vastly different than that of a sales person, so why is this considered employment elevation? Often times, sales managers earn less than the top sales people. Promotion?

Some sales people…

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I was never very good in science class which is probably why I'm not a doctor today. Yet, I remember vividly the exercise on heated atoms. The experiment started with a flask of water and a Bunsen burner. When the flame from the Bunsen burner was applied to the flask, the atoms would dart all over the place in excitement. The excitement was uncontrollable. The energy remained as long as the heat was applied. As soon as the Bunsen burner was removed, the atoms moved back to a static state.…

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