Sales Soft and Hard Skills

Great question and something I love talking to (and sometimes 'debating') our leaders about - the idea behind 'what's the characteristic (or two) of your best seller you would want to clone?' For me,

I'd say the one thing that winning candidates have in common is based on how easy they are to talk to. When an interview goes right its. Focused Educational Inpsired Interesting Flows well So, the

Good question! I evaluate every sales candidate who is interviewing to join my team on the same 3 criteria: 1. Sales Skills & Knowledge - key expertise & skills required to be an effective sa

This is a very important question and one that not everyone will see eye to eye with me on this. But personally, it has never failed me up until now. There are a few elements that are common to candid

In my experience, the best sales candidates are not necessarily people with the most years of sales experience. I've noticed the best sales candidates all have these qualities in common: Insanely Dri

LIke most professions, you can not lead a team well if you haven't done the job yourself.  Must Haves :  You should have been a quota carrying sales rep for at least 3 to 5 years before you can trans

People's definition of 'hard skills' may differ depending on where they work, what the sales organization makeup is, and what product/platform they are selling. In my experience, the 'gold standard' s

To be an effective sales leader, you must have strong communication skills and be driven by data and process. Strong communication, especially a coach-like mindset, is extremely important in terms of

The topic of 'feedback' is a passionate one with many people. For me, feedback is fuel, but at the same time it needs to be actionable and agreed upon for it to be that 'fuel' for change/innovation. M

First off, for those serious about a career change to sales, I would start off by building (or rebuilding) your network. This can be done is a number of ways including: - attending conferences and in

Another topic that is always top of mind for sales leaders, and their recruiting teams, is their employee retention scores. It is a massive expense to organizations when they see talent leave, whether

Another great question and one that will certainly differ from executive to executive. However, in my experience some of the top intangibles for the top performers I have seen include: - Confidence a

In my experience it's been less of a challenge enabling the sales/account team on 'hard skills'. Over time you can see to it that people become comfortable with demo'ing your platform, using your tech

Ah.. a great question and something that I have yet to see perfected, but continues to get easier as many enablement and development professionals know and argue that companies cannot afford NOT to in