(952) 876-4040 kent@hammerconsulting.net

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Building Great Sales Teams – Concept vs Execution

All of our clients want great sales teams, but many have mediocre sales people and marginal sales leaders. The concept of a great sales team is composed of two simple elements: Hire great sales people and hire a great sales leader to manage them. But like most concepts that appear simple, most are very difficult and often take years to master. Golf, in concept is easy – hit the ball in the fairway, chip is on the green and putt the ball in the hole.

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You can’t always get what you want.

This thought occurred to me while my wife and I were at the Rolling Stone concert last month. We  frequently hear the following from hiring mangers: “We want an A player – 15 years software sales experience, stable job history, hunter mentality, avg w2’s of 275k, great presentational skills and commands the room.”  Everybody wants an A player, but few companies do an honest assessment to determine if their opportunity and company are an A level. In this market, it takes an A level company

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Silence is Golden

One critical mistake that costs you a 2nd interview We all know that one of the most critical and important parts of the sales process is simply listening to your customer. When you’re not speaking, your customer will often reveal a wealth of information that in many cases is the stepping stone to a large deal. Listening is also one of the most integral parts of the interview process, and one of the most common mistakes people make when interviewing. Not listening during the sales process

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2015 Software Industry Crystal Ball

November 2011 For every acquisition by large software companies, five new software companies are being created by employees of the acquired. They are the incubators of new and cutting edge technology (Big Data, Security, Mobile etc).  It is much easier for larger companies to come and buy success and a piece of the market, than risk the burden of failure and using their research dollars on non-core technologies.  The problem is, they continue to focus their marketing and sales dollars on their core technologies.  Our

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Discipline is the Key to Success

What is the one trait that almost all great technology sales reps exhibit?  It’s not people skills, not brains, not presentation ability, it is discipline.  Every sales person knows what it takes to make or exceed their quota number, but few have the discipline to do those activities.  There is a famous quote that I like and it goes something like this: “In order to have the things you want, you must do the thing others won’t do.” When most won’t take the time to

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Let the Games Begin!

August/September marks one of the busiest times of the year for hiring.  Every year there is a post summer boom in activity. We continue to see the most active market since the late 90’s which indicates this year will be the same.  Everyone wants to hire “yesterday” and, since they are all coming to the pond at the same time, they are all chasing the same fish. By beginning your talent acquisition efforts for the Fall BEFORE the Fall, you can set the conditions for

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