Entries by Rizan Flenner

10 Common Sales Hiring Mistakes – How to Hire the Right Salesperson

Last week, I wrote about the worst hiring experience I ever had, and how it ended up costing my company $4 million in lost revenue – the equivalent of a luxury penthouse.

It was an expensive learning experience. But since then, I’ve uncovered a few things about what NOT to do when hiring a new sales rep.

Here are 10 common hiring mistakes I made as a sales manager – as well as how to fix them and hire the right kind of salesperson.

The 10 Key Ingredients of a Successful Sales Rep

Some reps seem to have the golden touch, turning lifeless deals into $1 million opportunities, while other reps couldn’t even get milk from a cow.

How is that possible? What is it that sets these high-fliers apart from the rest?

Here are 10 key ingredients that let successful sales reps consistently close large deals, and how you can help the rest of your team follow suit.

11 Things You’ll Never Hear Your Salespeople Say About CRM

I’m sure you’ve heard a thousand reasons from your sales reps why your CRM sucks.

To them, it’s like the developers of the top selling CRM systems got together in a smoke-filled room and thought, “How can we make something that’s the exact opposite of what salespeople need?”

So just for fun, we’ve collected a list of 11 things you’ll never hear your salespeople say about CRM.

How to Handle Your Reps’ Objections to Your Sales Process

If you’ve ever tried to implement a structured sales process, then I’m sure at some point you’ve heard your reps bash against it.

It doesn’t work. The client isn’t complying with it. It’s too complex.

And so on…

Here is a list of the 4 most common objections to your sales process and how to handle them, so you can do everything you can to boost your team’s overall performance.

Can the MEDDIC Sales Process Be Improved?

If you’ve ever worked with the MEDDIC sales process, then I’m sure you’ll never want to live without it. It’s simple and clear, focused on the fundamentals of sales and very effective. I’ve personally had crazy growth rates of 50% and higher in times where my competitors were experiencing negative growth. However, MEDDIC only works Read More