Hiring to a practice: Introducing “The Machine”

Hire number five or six on the telemarketing team was inspiring. The frightening part is it was one of my first official gut hires. I will leave out a name as I have not talked to the machine about this post and would rather not list him until he approves. I may come back and [...]

The first couple of weeks – training to telemarketing

For the sake of preparation for giving proper sales training, before jumping into this story, read this:
“Hunters,Gatherers,Communicators,and Collaborators“
and this:
“Lead Generation Post”
Now we can dig into getting a team of lost sales people focused on building the processes for a dynamic telemarketing engine. What do I mean by dynamic? In 18 months, they were delivering 1500+ [...]

Day 2 at WM – Sales bombs and process free reality

What a nightmare. Walking into a cluster bomb of bad process and clueless objectives. My team was three reps with no direction, purpose, or planning. The made calls when they wanted, offering free trials or trying to sell something. They had no CRM process, and while they were using great tools, no one could tell [...]

The first of first days as the boss

This is the first of several posts on my first opportunity as a true leader focused on sales training. From the three reps I acquired to the team of 60 I mentored, the drama unfolded for the betterment of myself and all those paying attention.
Sales training is an art form and here hopefully this story [...]