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Chris Peterson

Four mistakes to avoid when hiring sales people

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06/19/2018

If there is one statistic that is common throughout the security industry, it’s the miserable rate of success in hiring and retaining successful sales people.

Five ways a sales leader can find and win new accounts

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05/30/2018

For a million valid reasons that are beyond the scope of this column, commercial security has evolved into an industry of account management.

One thing every sales manager should have

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05/23/2018

I’ve frequently described the sales leadership job—whether the title is chief sales officer, sales manager, or anything in between—as the most vulnerable job on the org chart. Even though there are dozens of factors that lead to sales success and failure, the sales leader is the one person that rides the roller coaster throughout the entire process. In fact, I’ve often stated that being a sales leader is like being an NFL head coach.

Five best practices of effective sales coaches

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04/18/2018

One of the largest gaps I see in sales managers’ performance is their lack of coaching. I don’t mean formal sales training, but coaching done by one’s boss—the roll-up-the-sleeves and show-you-how-to-do-it type of coaching. I’m referring to the field rides with 45-minute debriefs at Starbucks, working on a solution in a closed conference room together, and running through role-playing scenarios in the car, just before heading in for the presentation. That’s coaching.

Guest Commentary: How sales managers can overcome their No. 1 challenge

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09/06/2017

When I was promoted to sales management for the first time, my new boss, Scott, brought me to our corporate headquarters for informal on-boarding. I was 30 years-old, and was taking over a team of seven former peers that were older and more tenured than me. Scott took a risk by promoting me, so he wanted to make sure his decision worked. When I arrived, he skipped the typical pleasantries, and went straight into his message. The words he used to open his monologue still ring in my ears today…