Blog

High Base Salary & Low Commissions vs. Low Base Salary & High Commissions

A common line of thought among most companies is, “I want to pay for performance”. Meanwhile, almost every candidate for any given job is thinking, “I need a higher base salary. I have bills to pay.”  So, who is correct in their thinking? In my opinion, there is no winner here, and both...


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5 Reasons Why You Should Never Give a Low Ball Offer

I've seen many companies lowball candidates when it comes to giving them an offer.  Although they believe they're saving money by paying below the "market rate," it's actually costing them a lot. Let’s take a look at five specific reasons why you should never give a lowball offer. 1.)...


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Networking: Quality Over Quantity

We can probably all agree that networking is a critical part of conducting business, especially as a salesperson. One of the biggest challenges that I’ve noticed facing salespeople today is their approach to networking. A common misstep that I observe often is that salespeople primarily network...


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Hiring Unemployed Salespeople

Is an unemployed salesperson “bad”? Throughout the years I’ve dealt with hundreds of sales leaders. What continues to amaze me is how many of these individuals say, “A good salesperson should never be unemployed”. I have even done business with companies that refuse to hire unemployed...


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Stop Loving Yourself So Much

Something I’ll never forget is my very first sales encounter with the ever dreaded “e” word; ego. I was speaking with a candidate on the phone, and he just wouldn’t stop telling me how great he was.  I later flew to seem him, and his ego continued to overtake the experience. He continued...


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Quality Over Quantity When It Comes To Cold Calling

I get it.  If you dial more, you generate more conversations, you schedule more appointments, and you close more deals. This seems like a very practical approach to cold calling, and I don’t even disagree with it. However, too many companies put the greatest emphasis on call volume, and not call...


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