When hiring a salesperson, things are not always what they appear. They’re quick to tell you about the companies they’ve worked with or all the contacts they’ll bring. They may even have some positive numbers from their past. You might think you’re hiring a rainmaker, but if you’re not careful, all you'll get are storm clouds. During this webinar from Sales & Marketing Management magazine, you’ll learn about new research on what most sales managers look for in a new hire vs what they SHOULD look for; how to discover a diamond in the rough; and tips for bolstering your hiring process so toxic candidates don't slip through.
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Sales turnover costs your company 1.5 to 2 times their salary and hiring has become more of a challenge in the tight labor market. Learn from SalesFuel, a company that does it best, on how you can determine which sales candidates are going to be a fit for your sales team. In this episode, Lorne interviews C. Lee Smith, the CEO, and Founder of SalesFuel — a Columbus, Ohio-based firm that was named one of the Top 10 Sales Enablement Vendors in 2020 by Selling Power. The Lorne Epstein Show can be heard on WERA, 96.7 FM in Washington DC every Monday.
Blaine’s guest on this episode of Soul of Business with Blaine Bartlett is C. Lee Smith who was named a Leading Sales Consultant in 2018 by Selling Power which also designated him as one of the country's foremost leaders on developing high performing sales teams, sales coaching, and hiring for sales cultures. Lee's approach to the universal activity of selling moves it into the realm of true service and our conversation explores how “selling” is a key component of the soul of any business.
The decision maker is a millennial. WHAT NOW?!?
Hiring an employee who turns out to be toxic can cost the company lost sales, higher rates of sales rep turnover, and turmoil. Research shows that 4% are sociopaths and nearly one out of 12 people have frequent toxic behavior. In this book, we offer a glimpse at 13 types of toxic personality types we’ve identified in the workplace for sales teams.
We have ordered the chapters by the most difficult and problematic, the Jungle Fighter, to the least likely to be problematic, the Martyr. Using documented case studies, we also outline the steps you can take to address toxic behavior and restore harmony to your organization.
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Is data driving your sales talent? Today, growing your business takes more than the gift of selling ice cubes to eskimos.
A huge disruptor in the market is developing an effective data management process that creates direction and energy. C. Lee Smith President/CEO of SalesFuel® — a multi-million dollar company based in Columbus, Ohio that provides Internet-based applications for sales development to media properties and advertising agencies the featured guest on episode 13 of the Leadership Strategies for Tomorrow's Leaders podcast. He shares strategies on moving from shot gun to laser beam focus in the sales process
Members of the first digital generation are increasingly showing up in the C‑suite. In fact, today’s B2B buyer is more likely to be a millennial.
In this sales enablement white paper, you’ll discover that although every millennial is different, new research from SalesFuel’s Selling to SMBs study finds this generation has tendencies that are significantly different from their predecessors. You’ll discover how the buying process differs, the importance of marketing and social media, which salesperson behaviors can make the sale – and which will kill a sale — with this new generation of decision-makers.
Don’t be stuck in your old ways. Two business experts talk about new ways to tackle turnover and toxicity in your sales team through analytics. Sales veterans C. Lee Smith and Jeffrey Hayzlett also touch on the qualities of a good manager. C. Lee Smith is the founder and CEO of SalesFuel, a company he founded in 1989, which offers more than sales research. Over the years, SalesFuel has expanded its business into coaching, hiring, and sales consulting.
Does the thought of technology glitches during your sales presentation cause you anxiety?
Does every lead you get lately look like crap? Has your creativity dried up? Your energy drained? Are your co-workers always getting on your nerves? And your sales numbers starting to suffer?
Your gas tank could be running low and you’re well on your way to burnout. And nobody wants to buy from a low energy salesperson who doesn’t exude energy, passion and confidence. Here’s 18 ways to get rid of the mental JUNK that’s causing your FUNK.
What’s the number one objection most salespeople face today?
Watch Gerhard Gschwandtner, Founder and CEO of Selling Power, and C. Lee Smith, CEO of SalesFuel as they discuss: the potential damage that can result from hiring just one toxic salesperson to your team; how to reduce the risk of committing such a costly hire [and often costlier fire!]; and the “Unlucky 13” personality types for sales teams, and how to defend yourself against the harm they can cause.