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Category: Sales Tips

Six reasons your sales teams are under performing.

1.  Your hiring managers are relying too heavily on their “buddy” network. Just because Mike blew his numbers out in 1999 selling ERP software doesn’t mean he’s a top performer in today’s market. 2.  The CEO/founder has only an engineering background and has a direct influence on your sales organization. 3.  Your hiring process involves an unnecessary number of individuals. Imagine, when dating your spouse, you had all of your family members interview your fiancé and provide their opinion on whether or not you should marry

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Secret to Developing Top Producing Sales Teams

There are sales leaders that are able to hire and retain (the secret) a group of men and women that will go the extra mile, run through a brick wall, work extra hour; whatever metaphor is to your liking. These reps are not necessarily the most talented individuals, but ask most managers and they would much rather have a consistent sales team year over year versus the occasional superstar. What is the product of a very loyal sales team? Low turnover, is one of the

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Six Ways to Sell More in 2013

The market has improved a great deal in the past 12 to 18 months. We’re seeing more activity than we’ve witnessed in the recruiting industry since the late 90’s – which for those of you that are software industry veterans, is saying something. For the first time in more than a decade there are hundreds of new start-ups, disruptive technologies, and  ideas that will be the driving force in the next decade. Very exciting times ahead; which brings me to #1 on the list.  

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Average Age of Enterprise Sales Reps II

In last month’s newsletter I stated that the average age enterprise software account executives we work with is around 45 years old versus 35 years old in 1999-2000. Typically, when I tell candidates and employers, they are skeptical. But after thinking who they know and who they’ve interviewed recently they agree, but wonder why? Well, let’s take a step back to the glory days of technology. It’s pretty good now, but we don’t have a Y2K event driving fear based buying. Back in the late

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Average Age of Enterprise Sales Reps Part II

In last month’s newsletter I stated that the average age enterprise software account executives we work with is around 45 years old versus 35 years old in 1999-2000. Typically when I tell candidates and employers they are skeptical, but after thinking who they know and who they’ve interviewed recently they agree but wonder why? Well, let’s take a step back to the glory days of technology, it’s pretty good now, but we don’t have a Y2K event driving fear based buying. Back in the late

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Qualify. Qualify. Qualify.

These are the most important words taught in recruiting and are an important function in any kinds of sales position. They become incredibly important in an economy that is in recovery mode. There is nothing worse than spending valuable time with a client who has no intention of buying your product and service, while your competitor (who qualified them properly) closed 2 deals with other prospects in your territory. We have done surveys with various sales leaders regarding common traits of their best producing reps.

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