Tag Archives: HR

Adding ABR to ABC

When should I start recruiting salespeople for my company?

Immediately. Even if you don’t have a sales opening at your company right now. You’ve heard the expression ABC: Always Be Closing. Add this one: ABR, Always Be Recruiting.

Why? Because much of the sales talent you will want to hire someday won’t be searching for a new job at the time you want to hire them. They won’t be reading help wanted ads; so you will have to actively recruit them.

Continue reading Adding ABR to ABC

Charles Cohon

About Charles Cohon

CEO and President, Manufacturers' Agents National Association; CEO and Founder, Prime Devices Corporation

Teaching Sales People is Like Teaching School Kids

If you are a Parent with children at School, College or University I am sure, like me, you have experienced the groans and moans around the dinner table as your kids discuss their various subjects and Teachers.  Have you noticed how some teachers can captivate and get your kids engaged with the subject?  Those Teachers and subjects quickly become the most popular and the children are much more likely to score a pass in the exams and sadly, the subjects with Teachers who cannot engage the kids, suffer from lower results.  Well, teaching sales people is exactly the same.  Unless your “Sales Teacher” can engage your sales people, challenge them to embrace new ideas and motivate them to go out and execute, then sadly your growth may end up in detention.  Here are our top 3 ways of teaching sales people and school kids to keep them engaged. Continue reading Teaching Sales People is Like Teaching School Kids

Iain Swanston

About Iain Swanston

Iain Swanston is both an inspiration to new sellers and the ‘Sat Nav’ that experienced sellers need to make the positive adjustments necessary to take them to the next level. Having personally experienced the benefit of Iain’s guidance, I would have no hesitation whatsoever in recommending him to organizations looking to close the gap between where their sales are and where they need to be.