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Discussing Salary at Job Interviews

Paul Cherry's Top Sales Techniques

Blog Home < Discussing Salary at Job Interviews… Sales & Management Tips. Discussing Salary at Job Interviews. Salary can be a sensitive subject, no matter who brings it up first in a job interview. The interviewer’s trying to cut to the chase and see if you, the candidate, will disqualify yourself, either by asking for too much money, or for so little that they will wonder why you’re willing to settle for a smaller salary; are you damaged goods? But it does open the door for you to start discussing salary. About Us. The Company.

How to Change a Crappy Sales Compensation Plan to a Better One

Understanding the Sales Force

Let's take John, who is being paid a $75,000 base salary and earns commissions of 10% on the revenue generated in the territory. Image Copyright 123RF Stock Photo. Nearly every company gets to the point where they must realign territories, accounts or roles. That problem is the biggest reason why it is so important to create an effective compensation plan. John will not be a happy camper.

Hiding Your Lighted Sales Prospects Under a Bushel Basket Are You?

Increase Sales

A good CRM like Pipeliner CRM works with SMB firms as it does not require a CRM administrator saving the SMB thousands of dollars in salary and benefits. Salespeople invest a lot of time lighting up sales prospects and yet it appears many are hiding those sales leads. We know this to be true given how few times on average salespeople follow-up with new sales leads. Your firm. Your solution.

Do You Truly Love Sales?

Increase Sales

Many who sell want an annual salary and fear the commission only position. Everyone is in sales. Mothers sell eating healthy to their children. Teachers sell learning to their students. Business owners sell their vision to their customers both internal and external. Sales people sell their products and services to potential customers. They really want leaders who truly love sales.

Hire Slow but Fire Fast

Sales Benchmark Index

Salary: $250,000. Severance: 6 month’s salary. Don’t hire the wrong sales leader. The pain this causes the CEO is severe. The smartest CEOs I know use a tool called The Bad Hire Cost Estimator. Go here to get a template. It will help you understand how much the wrong sales leader is costing you. This tool is to a sales leader hiring decision what a scale is to a weight loss program.

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How Tesla Is Threatening An American Sales Tradition

Sales Benchmark Index

It offers the following advantages: To acquire a Sales Force without incurring a massive salary expense. Sales reps could be paid on salary instead of commissions. Most Americans don’t like negotiating over a price. However, one icon remains at the epicenter of haggling: the auto dealership. The activity is so painful that CarMax built a successful company skirting this tradition.

Lost Profits and Wasted Time

Increase Sales

20,000 Salary. 30,000 Salary. 60,000 Salary. 100,000 Salary. Years ago some people in business viewed efficiency experts with apprehension. These folks in their white lab coats running around checking this operation or that one and reporting about all the inefficiency to stop the drain of lost profits. Wasted Time. 12 minutes a day. 9.62. 1 hour per week. 14.42. 28.85.

Eating Workplace Culture One Bite at a Time- Part 06

Increase Sales

In the 21st century, human resource management has evolved past just the collection of employment data, monitoring salaries and benefits to truly developing human capital. Annual Salary*. Based on average salary of $25,000. Probably what is even peskier for mid-size to small business owners than numbers are human beings. Credit of Employees. 125,000.

Why Producing Sales Managers No Longer Make Sense (If They Ever Did)

Sales and Management Blog

Although many companies believe they are maximizing dollars by requiring their frontline sales managers maintain and grow their own book of business, are they really getting the value they expect or are they costing themselves sales and money in the long run by trying to save a few bucks on a manager’s salary? Usually some combination of base salary, commissions and overrides, or worse, overrides and commissions. And then the kicker: • Maintaining a high level of personal sales activity and personal production. What’s missing in the requirements for this position?

You Become What You Think About

The Sales Blog

If I selected that box, I would make some portion of my regular salary while I was recovering from my surgeries. The second box would allow me to collect permanent disability, where I would collect some portion of my salary forever. It was a few weeks after my brain surgeries, and I was sitting in my neurologist’s office filling out paperwork. I asked my neurologist, “Am I disabled?

The US vs THEM SMB Sales Mindset

Increase Sales

Since in many instances, the salespeople are the greater salary earners, there is a resentment by some of the non-sales employees. Even the inside salespeople would sometimes engage in this gossip because they had salary resentment. For mid-size to small businesses (SMB), there is a very real US (those not in sales) vs THEM (the salespeople) sales mindset. Share on Facebook.

Making Negotiation Win-Win

Sharon Drew Morgan

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve. As part of standard practice, negotiation partners going into a negotiation calculate their bottom line – what they are willing to give up, and what they are willing to accept – and then fight, argue, cajole, or threaten when their parameters aren’t met. BELIEFS.

Six Signs It’s Time to Quit: How to Know When to Move On

The Productivity Pro

If you’re making $55,000 a year and a job with similar duties opens up at another company, with a salary of $65,000 and better insurance coverage, it might be time to take a chance on it. “I have looked in the mirror every morning and asked myself: ‘If today were the last day of my life, would I want to do what I am about to do today?’ Quitters never win.

The Tale of Amar, Akbar, Anthony and What They All Need to Succeed

Mukesh Gupta

However, he is not satisfied with this job and the salary. Three Friends. Meet three friends – Amar, Akbar & Anthony. Amar is an entrepreneur. He thinks that he is unemployable and wants to always remain his own boss. He is self-driven, creative, knows what he wants and has the ability to inspire people. He is not afraid of taking risks and following his dreams. Conclusion.

How To Know If You’re Average

A Sales Guy

Betting on yourself requires knowing in your heart that you are good enough to succeed and that you don’t need the safety net of a guaranteed job or salary. There is a sure-fire way to know if you’re average at what you do or if you’re great at what you do. Ask yourself this simple question. Would you? Are you good enough to bet on yourself?

Get Sales Compensation Right to Recruit Winning Salespeople

Understanding the Sales Force

True or False: Base salary is usually more important than % of commission. That''s why I always ask candidates to provide me with an earnings history broken down by salary and commission (and bonus if applicable). Understanding the Sales Force by Dave Kurlan Sales candidates, especially good ones, are exponentially more difficult to attract than they were just two years ago.

Competition: The Invisible Enemy of Compensation Planning

Sales Benchmark Index

It’s essential to know reasonable salary ranges for the positions in your company. Competitive intelligence is more than salary data. Each year, HR professionals pay for benchmark compensation data. For many, the information is the nearly the same each time. Some fractional movement in the average rates is announced. There’s a nagging sense of dissatisfaction. What You Should Do Now.

Sales Leadership and Sales Cultures Partners in SMB Sustainable Growth

Increase Sales

Who pays my salary? Probably for SMB, sales leadership and sales culture are more critical for sustainable growth than for larger firms. With fewer people and in many instances the same operations being performed as in larger firms, everyone must embrace a sales leadership role and foster a sales culture of high performance. Who pays the bills to keep the doors open? Share on Facebook.

Is Your Compensation Plan Evolving with the Company?

Sales Benchmark Index

Here are the most common outdated small company compensation plans we see : The Big Base Salary : When you first began building your team, sales were erratic and varied greatly. To accomplish this, you created a large base salary component with a kicker or bonus for hitting the sales target. This post is for Small Company CSOs and VPs of Sales. This is a crucial mistake.

The Triumph of Substance Over Style: 5 Ways to Prove Your Worth

The Productivity Pro

Trying to wear all the hats and working in your business, rather than working on it, gets nothing done that others couldn’t accomplish at a lower salary. Perception creates reality in most people’s minds, but this tendency can lead you astray. You set the tone for your team, so make a commitment to putting substance over style. To wit: 1. Break Free from Bureaucracy.

Message to Management: Are You Losing Your Top Talent?

No More Cold Calling

times that person’s salary plus benefits. If your sales reps are overwhelmed, they might decide the job’s not worth the stress. The job of sales reps is to sell—to maintain strong sales pipelines and spend their time talking to clients. When you force them to spend hours entering data, coaching new hires, and attending long, boring meetings, they’ll leave. The High Cost of Turnover.

What Is the First Rule of Sales?

Increase Sales

This is the actual person who approves or signs the contract from which you earn your commission or salary. In reading the search terms that currently drive almost 2,000 daily visits to this blog (and thank you for visiting), one of those terms was this question: What is the first rule of sales? I had never thought of that specific question because sales is comprised of so many elements.

Sales Tips: Losing - From Bad to Worse

Customer Centric Selling

If a salesperson were to come in second on every transaction he or she competed for, it would mean having to live on their base salary until a sales manager decides to replace them. Sales Tips: From Bad to Worse. By John Holland, Chief Content Officer, CustomerCentric Selling®. Recently I came to realize going the distance and losing is worse than I suspected.

The Sales Profession's Bill of Rights

Sales and Marketing

An unstable economy has forced corporate layoffs and other cost-cutting measures to reduce overhead, and financial uncertainty has been a catalyst in the demise of salaried sales jobs that are being replaced with a burgeoning pay-for-performance sales model in an effort to make sales departments more productive, efficient and cost-effective. Today’s sales world has changed. read more

Time = Money²—3 Leadership Tips for Stretching Your Most Valuable Resource

The Productivity Pro

Don’t assume your value is equivalent to your salary; the amount of money you earn is likely to be a lot less than the true worth you bring to the table. How much do you value your time? Maybe you’ve never seriously considered the implications of that ques­tion. To lead effectively, however, you have no choice but to address time-wasters and why they matter. Avoid False Economy.

Your Next Sales Hire Shouldn’t Be a Sales Person

Fill the Funnel

Salaries are averaging in the mid 60’s according to Glassdoor and a quick Google search for Sales Data Analyst will reveal the search is already on. The most important sales hire you make should not be a sales person. If you are an executive or sales leader you really need to think hard about the next person you hire to improve your sales results. All Rights Reserved.

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11 Sales Compensation Complaints to Address Before Next Year

Sales Benchmark Index

This could mean your base salary is too high. Reps give up and learn to live off of base salary. This post is for Sales and HR Leaders planning 2014 Sales Compensation. It provides a number of common Sales Compensation complaints. Knowing these complaints, you can build your 2014 plan to avoid them. It describes over 10 complaints Sales forces have on sales comp.

How Top Sales VPs Improve Their Talent

Sales Benchmark Index

Despite a strict salary cap within the NFL, they consistently make it late in the playoffs. I don’t have the talent on my team to make the number. This is the top complaint we hear from Sales Leaders. Many of them are right. Attracting and keeping top talent is a highly competitive battleground. A few upgrades can make your year. We can’t hire the best. You either have “it” or you don’t.

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2 Ways to Dominate 2014 on Your Current Budget

Sales Benchmark Index

It will also help you save the money from their salary. You can then allocate that salary money to other projects. You successfully save 5 months of underperforming sales rep salary. You can allocate those 5 months of salary into your new project. We’ve all had moments where we get great business ideas. Revelations and epiphanies that seem so promising to start.

Guest Article: “Hiring the Right Sales Pro for the Job,” by Nancy Martini

Sales and Management Blog

Did you know that it costs a company $370,000 to replace one employee with a base salary of $90,000 per year? Hiring the Right Sales Pro for the Job. by Nancy Martini. According to the Bureau of Labor Statistics, this “replacement cost” is even higher for top performers or more senior positions. With these numbers, it’s no wonder why hiring the right person for the right position is more important than ever. Below are three basic recruiting tips to consider when selecting a sales person that can ultimately have an impact on job performance: Analyze the Job. Assess Candidates.

If You Are Being Out-Hustled

The Sales Blog

It has nothing to do with whether you are paid hourly, salary, or straight commission. If there is one thing that is 100 percent within your control , it is your effort. You control how hard you work. Not your manager. Not your leader. Not anyone else. No one can or will stop you from working hard. The effort you make here is yours alone. If it isn’t enough, it’s all you.

Yes, But Can You Sell?

Jonathan Farrington

The reality is that whilst sales costs continue to rise – salaries, commission payments, cars, expenses etc. Dear Jonathan, I am looking for some guidance, and I hope you can help me. We have just been presented with our sales results for Q1, and for the fifth quarter running I have missed quota – and by quite a long way. In fact, only two of our team over-achieved out of twenty salespeople. What I don’t understand is that I am doing everything right. All my customers like me, and I work very hard, so what am I doing wrong? Best Wishes. Antonia. Then Sales 2.0

Fear and the Choice to Fail or Succeed

Sales and Management Blog

Depending on their industry, their “life support” (their initial guarantee, draw or salary) to help them get started may have been as long as a couple of years—or as short as, well, none at all. A salaried employee wants to succeed at their job. However, both the salaried and hourly employee knows that they have the security of a future income—even if they simply do the minimum to retain their job. This past week I acquired a new coaching client. He just finished his 13 weeks of training, passed his series 7 and 63 exams, and is now on a four-month do or die schedule.

3 Mistakes in Sales Improvement

Sales Benchmark Index

Finance didn''t allow increased base salary for the types of new hires needed. Sales or marketing challenges exist in every organization. Sales performance may be suffering. Or Marketing isn''t connecting with the market. The acute issues of 5-10 years back (sales process, CRMs, dialing or direct mail leads, etc.) It takes a team to overcome the challenges that exist. His mistake?

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Commissions Drive Bad Sales Behaviors And Screw The Customer!!

Partners in Excellence

You can still have tragically bad or wrong behaviors on a “full salary” plan if you are telling your people to do the wrong things, have a flawed sales/business strategy, or a flawed business culture. If you are a product driven, internally centric company–being on salary won’t cause you to become customer focused. ”). What was wrong in that situation?

The Single Biggest Challenge to Hiring Sales People

Dave Stein's Blog

This is, in general, what they found: 80% of all resumes are misleading 20% state fraudulent degrees 30% show altered employment dates 40% have inflated salary claims 30% have inaccurate job descriptions 25% list companies that no longer exist, and 27% give falsified references. A Bit of Background did research on the subject of lying a while back. Who are like them. Period.

What’s the Hardest Part of Sales?

A Sales Guy

BTW: I always welcome those people to put 1/2 their salary on the line and join the ranks of sales. Sales isn’t easy. It if were, trust me, everyone would be doing it. It amazes me how so many non sales people in an organization think sales is some sort of lottery ticket , where sales people sit around making mounds of money they didn’t deserve. Surprising, not many folks take me up on that offer. I just don’t get it. For those of us in the know, sales is hard. It takes grit, and determination. It takes an amazing aptitude for solving problems. So, I’m curious.

Which of Your CIO Prospects Makes the Most Money?

DiscoverOrg Sales

Unfortunately, while CEOs’ and CFOs’ salaries are almost always disclosed by Fortune 500 companies, a majority do not share this information for their CIOs. As cybersecurity concerns intensify across the globe, CIOs have become increasingly visible and valuable. To find this out, you would need a team of highly-trained researchers. Good news, though – we have that team in place.

Why You’re Not Going to be Able to Grow Sales This Year

DiscoverOrg Sales

The cost of providing bad leads to our top talent is now way MORE than just their salary; there’s an opportunity cost AND a morale cost – the morale cost is deadly… We hire talented, proven sales reps. A year ago, if you had asked me what my biggest concern was around growing DiscoverOrg 60-100% annually, I would have told you that hiring great sales talent was our biggest roadblock.

The Future of Banking –  Promises and Threats

Mukesh Gupta

One simple solution is for them to partner with corporates and businesses (where they already have a footprint) and request them to directly fund the mobile wallet with the salary payments. The past decade has already seen a lot of industry structures being redefined with leaders going bust and new age companies taking their place. Changing dimensions of managing currency.