The RedChasm Blog

Dos and Don’ts for Effective Sales Training

Even the most interesting and relevant sales training material can fall flat if it’s not delivered well. Here are some dos and don’ts to keep your employees engaged, attentive, and learning: DO Know what you’re talking about. One of the best ways to prepare is to write a one-page summary, as if you’re writing an […]

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Training for New Salespeople That Actually Works

Once you’ve made a job offer that has been accepted, it’s time to get your new salesperson up to speed as quickly as possible—meaning, as profitable as possible ASAP. Unfortunately, much of what passes for sales training is really product training, designed to show salespeople how products work. Or it’s generic, with the material being […]

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You’ve Identified Your Top Candidate for the Job. Now What?

A lot of hiring resources make “making an offer” sound like the simplest part of the process. In some ways it is—from the employer’s perspective. After all, you have already done the work of defining the job, examining your budget, advertising the opening, interviewing candidates, assessing their relative strengths and weaknesses, and winnowing down the […]

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How Do You Hire for Fit? Paint a Picture

If you’ve ever read anything about goal-setting, you’ll know that experts always advocate envisioning—with crystal clarity—the desired end result. The same sort of practice can help you hire candidates who fit well with your company’s culture. Because they don’t yet know enough about your company to paint their own picture of what it would be […]

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15 Revealing Sales Interview Questions

As hiring managers, we conduct interviews for two basic reasons: To determine if a candidate can deliver the results we need, provide new ideas and better ways of doing things, fit in with our organization’s culture and people, and potentially be promoted in the future. To share information with the candidate that enables the person […]

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Building a Successful Sales Team: The Three Sales Roles

Once you’ve decided what you want your sales team to accomplish, the next step is to build your team. In order to do this, you need to determine what sales roles need to be filled to meet your objectives. To my mind, sales roles fall into one of three general categories: Creating, Building and Maintaining: […]

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Keys To Designing an Effective Sales Organization

Before you can recruit your sales team, set their objectives, and manage their performance, you’ve got to design the right sales organization for what you’re trying to accomplish—keeping in mind your products, company, customers, and resources. Here are some questions to ask yourself: What are the right objectives for us given our current competitors, customers, […]

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Sales Management: The oft-overlooked game changer

Really great salespeople often get promoted to sales management positions. Unfortunately, there tends to be a big disconnect between the skillsets required to sell effectively and manage effectively. Many of the sales managers I’ve encountered tend to act more like check-the-box administrators. Their primary contributions seem to be scheduling useless meetings, holding down compensation, and […]

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A Template for Effective Customer Pitches and Presentations

As with many things, a template can be very helpful when it comes to effective customer pitches and presentations. Obviously, some level of customization will always be needed, but a solid template can help you pull together your presentation faster and help you get your key points across more effectively. Here are a few general […]

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