Category: Pathfinder Newsletter

Trim and Score Your Customer List


I heard a great quote recently; “If a salesperson is calling on more than 50 prospects and customers, that salesperson has a hunting license instead of an account list.” It is unrealistic to think you can manage more than 50 accounts. The only exception to this rule is if you are selling high end capital… Read more »

Salespeople sell and…


As a young salesman many years ago, my sales manager caught me doing some project sketches. He interrupted me, looked me straight in the eye and said “Salespeople sell and engineers engineer. Do you call that selling?” Repeated surveys over the years estimate that most salespeople spend about 30% of the available selling time in… Read more »

Does Your Sales Compensation Plan Work?


We are often asked to review sales compensation plans. An effective sales compensation plan is a delicate mix of incentive, motivation and fairness. A plan with a poor design can not only hurt morale, but also inhibit successful hiring. Here are some critical factors in designing (or re-designing) your sales compensation plan. Apply the K.I.S.S…. Read more »

Don’t Hire Only on “Qualifications”


Recently, more of our time is spent helping clients in the selection of salespeople. Many of these clients are small to mid-size companies that are not hiring salespeople on a regular basis and therefore, frankly, are not very adept at the process. Nor, have they been very successful hiring the best candidates. A point of… Read more »

Relationship Selling Where will it lead?


Part of our consulting practice is helping our clients select salespeople. Therefore, we interview a lot of candidates. More often than not, we hear from candidates young and old “I sell on relationships”, “developing relationships is most important”, “my business is built on relationships” and on and on. Four Relationship Scenarios When you think about… Read more »

Be Prepared (not just for Boy Scouts)


As we travel around the country coaching salespeople and sales managers it never ceases to amaze us how little, seemingly competent, salespeople prepare for their sales calls. Good grief! How will you know if you have accomplished your call objectives if don’t have any? It is not uncommon to meet a salesperson prior to a… Read more »

“So, what’s the price?”


This may well be the most dreaded question asked of salespeople. Too often it is asked too early or out of context. You haven’t had the opportunity to establish any credibility with your prospect. Suddenly, you are faced with that blank stare from the prospect and silence as he waits for your answer. Your mind… Read more »

Stop these phrases in selling!


I enjoy listening to salespeople, particularly when they are trying to sell me something. I look forward to buying a new car! Honestly, there are times that I’m afraid my jaw drops in amazement at what I hear. I have pulled together some of the most egregious offenders below. Take a minute and read these…. Read more »

Avoid Premature Pricing


Ever see this happen? Early in the initial conversation the prospect asks, “So, how much is this going to cost?” Before you know it the salesperson is spending hours of his time, hours of engineering and who knows how many hours of other people’s time coming up with an elaborate proposal. We usually uncover this… Read more »