Why Choose a Career in Sales?

by Sheri Pintarelli | Category: Article

Posted on Monday September 14, 2021 at 07:16:23 PM

As companies emerge from the Covid-19 pandemic, demand for salespeople is increasing dramatically, so why is there a shortage of sales talent? With the opportunity to make good money, you’d think it would be an attractive prospect for many, especially coming out of such uncertain times. So what’s the issue?   Image Problems We’re all familiar with Mad Men and it could be that the stereotypes of sleazy salespeople who’ll do anything to get the sale are putting you off. Another issue is that people often don’t think of sales as a career, instead viewing it as a stop-gap or stepping stone to something more “honorable”. There’s also a misplaced belief that all sales jobs are built on unrealistic, unattainable targets designed to push you to achieve more and more.    The reality is that salespeople are personable and friendly who are in it for the long haul! Gone are the days of the hard sell, these days it’s all about...

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Closing the Deal: Interviewing for a Management Position

by Sheri Pintarelli | Category: Article

Posted on Sunday September 6, 2021 at 06:50:42 PM

As sales has evolved and expanded, sales management has become multidisciplinary.  Sales managers - among other things - recruit, equip, forecast, fire, direct, and motivate.  Their objective is to increase sales and profitability as they hold responsibility for revenue generation at a firm. Maybe you are looking to hire a standout sales manager.  Or maybe you are looking for more responsibility or need a stepping stone to reach your ultimate goal.  Whether you call yourself interviewer or interviewee, the questions below will help you sit down fully prepared to close the deal. How would those who report to you describe your management style? In your industry, what are signs of good quality in a product or service? How do you as a manager develop a commitment to quality among employees? How would you describe the best manager you ever had? Managers and companies typically have performance expectations of employees. In your opinion, what...

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Know Your Numbers: 7 Interview Questions Top Performers Can Answer

by Henry Glickel | Category: Article

Posted on Monday August 30, 2021 at 06:46:08 PM

It is important to quantify your successes when interviewing for a sales position.  Though successful sales is not all about numbers, top performers know the answers to these questions without hesitation.   How long is your sales cycle? How many sales calls do you make per week? (average number of attempted calls) What percentage of calls resulted in contact? (not voicemail,etc.) What percentage of calls resulted in an appointment? What percentage of appointments resulted in a sale? In the last 6 months what is your % to quota? How often do you meet or exceed quota?  When you schedule your next interview, know your numbers.  Be specific.  And be accurate....

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