Blog 2018-01-05T16:14:35+00:00

Collecting WINS Blog

By James Rores

10 Priorities for Onboarding Sales Talent

A Modern Approach to Hiring and Retaining Top Sales Performers – PART THREE: Congratulations!  Your recruiting process has produced a new and ideal addition to your sales team. Whether you’ve hired an Elite-A player, an A player or a B player, the next step is plugging them into a thoughtful and effective onboarding program to ensure their retention and high performance. Ultimately, your onboarding initiative should be designed to predictably get new salespeople to [...]

By | May 6th, 2018|

How Servant Leaders Build and Sell Value

There are four steps to every successful buying cycle and four corresponding steps that sales people and servant leaders use to help customers buy. Learn how to incorporate these steps into a proven, customer-centric sales model that you can use to take control of growth and build long, profitable customer relationships. Are you positioned for success?  We can help you create a permanent shift for your sales and customer-facing teams with training programs that [...]

By | April 30th, 2018|

10 Ways to Transform your Sales Recruiting Process

A Modern Approach to Hiring and Retaining Top Sales Performers – PART TWO: Every marginal salesperson you add to your sales organization makes your business weaker. Think about it: an underperformer robs you of the opportunity to have a top performer in their place. It’s like an eagle plucking feathers from its own wings as it tries to gain altitude. The goal of a successful sales recruiting process is not simply to fill gaps [...]

By | April 13th, 2018|

Stop Selling Solutions. Start Building Value.

If you could change anything about the way you sell, what would it be? For years I have been asking this same question of sales VPs, managers, and reps to discover the barriers blocking them from achieving greater sales effectiveness.  I’ll share their most common responses in a moment, but first I want to point out that each of their answers can be addressed by the same powerful solution. There is a single foundational [...]

By | March 15th, 2018|

Sales Effectiveness Forges M&A Success

Is a Merger or Acquisition in Your Future? You might be surprised: The National Center for the Middle Market estimates that about 20% of middle market companies with annual revenues between $10 million-$250 million will make an acquisition this year, while another 5% will sell all or part of their business. While some of these companies may be serial deal hunters, there is no question – M&A will continue to be the vehicle of [...]

By | February 17th, 2018|

10 Questions to Answer Before Kicking-Off Your Sales Recruiting Process

A Modern Approach to Hiring and Retaining Top Sales Performers – PART ONE: Would you be surprised to learn that of all B2B salespeople, only about one quarter have the ability to contribute to their employer’s growth? Statistically, only 26% of all B2B salespeople have the sales DNA and skills to make them worthy of an interview to join your sales organization. Of those candidates, only about half are likely to be a match [...]

By | January 31st, 2018|