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Lee Salz

Lee B. Salz is a sales management guru who helps companies hire the right sales people, onboard them, and focus their sales activity using his sales architecture® methodology. He is the president of Sales Architects, the C.E.O. of Business Expert Webinars, and author of “Soar Despite Your Dodo Sales Manager.” He is an online columnist for Sales and Marketing Management Magazine, a print columnist for SalesforceXP Magazine, and the host of the Internet radio show, “Secrets of Business Gurus.” Look for his new book in February 2009 titled, "The Sales Marriage” where he shares the secrets to hiring the right sales people. He is a passionate, dynamic speaker, and a business consultant. Lee can be reached at lsalz@SalesArchitecture.com or 763.416.4321.

Lee Salz RSS feed Articles by Lee Salz...

Make Better Offers

by
Lee Salz
Oct 2, 2008, 5:05 am ET

After a lengthy screening process, the hiring committee feels it has found the right candidate for the company. Now comes the tricky part: how do you design an offer and go through the offer stage of the process without damaging the relationship with the candidate? Many companies are not prepared to go through the offer step... [full article »]

Sales Candidate Attributes: Desired or Required

by
Lee Salz
May 6, 2008

Close your eyes. Now think of the perfect mate. Are you done? Close your eyes again. Think some more. How long is your list of requirements of the perfect mate? Are there five of them? Ten? Perhaps, you have 20 requirements. Think about your list again. Are each of those really requirements of your ideal mate?... [full article »]

The New Employee’s First Day

by
Lee Salz
Apr 8, 2008

It’s a great day at Newman Industries! For the last month, it has been actively recruiting a hot candidate to join its sales team. Today, Steven Harmon agreed to join. Newman sees him as a true rainmaker. The recruiter and sales manager share high-fives. Mission accomplished! Spike the ball in the end zone. The job... [full article »]

Secrets Buried in a Salesperson’s Resume

by
Lee Salz
Mar 4, 2008

In my sales management career, I would bet that I’ve seen about 5,000 resumes for salespeople. Yet, I still haven’t seen one that shows someone who has achieved 40% of quota. Every single resume shows 100%, 200%, or 2,000,000% of goal. Where are all of the people who have had less-than-stellar sales performances? Did they... [full article »]

Motivating the Passive Sales Candidate

by
Lee Salz
Feb 19, 2008

I was never very good in science class, which is probably why I’m not a doctor today. Yet, I remember vividly the exercise on heated atoms. The experiment started with a flask of water and a Bunsen burner. When the flame from the Bunsen burner was applied to the flask, the atoms would dart all... [full article »]

Are Job Applicants Destroying Your Brand?

by
Lee Salz
Jan 11, 2008

Phil walks into his favorite retailer to apply for a job. He sits down at the kiosk and begins to fill out the employment application. He fumbles through the online form and realizes that he forgot to enter his apartment number. He clicks the browser to go back to the prior page. In doing so,... [full article »]

Why Can’t I Hire the Right Salespeople?

by
Lee Salz
Nov 27, 2007

Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will tell you that screening sales talent is the toughest of all. Why? Salespeople are trained in the art of persuasion. They know how to provide the desired responses to the questions. Even more daunting is when you are interviewing... [full article »]

Identifying the Right Sales Talent for Your Company

by
Lee Salz
Nov 21, 2007

I recently had the opportunity to speak to a group of CEOs about their sales recruitment needs. To make a point, I mentioned to them that my friend Willie McMoney had heard that I was speaking to this group and asked that I mention he was looking for a new sales home. I shared Willie’s... [full article »]

5 Keys to Hiring the Right Sales Manager

by
Lee Salz
Oct 24, 2007

There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. Many err and “promote” their best seller to a sales management position. Why this is called a promotion is beyond me. The job of the sales manager is vastly... [full article »]

12 Keys to Tuning Up Your Sales Force

by
Lee Salz
Oct 16, 2007

Many cars today tell the driver when it is time to perform maintenance. Even better, some tell the driver that maintenance is needed in 1,000 miles with updates along the way. It would be great if as a business executive or small business owner, you had this kind of technology at your fingertips. Unfortunately, managing a... [full article »]