“You are hired.  You walk in on Monday and sit down at your desk.  Walk me through how you will be successful in this job, starting with the first day.” This is a simple go-to question I use when hiring salespeople; but it is surprisingly difficult to answer.  

If you have made sales, you have received a commission check and felt the cold hand of Uncle Sam digging into your paycheck and taking his share.  Taxes are a tricky beast to tame.  When you are negotiating your contract, small changes in the classification and how you receive the money makes a big difference in your check.  I asked my good friend and my financial planner Mike Eklund from Financial Symmetry to break it down for the other C students and me.  Since state taxes are unique to each state, we are focusing on Federal taxes.  And as a CYA, please always consult a licensed accountant before making any decisions on you your taxes.  This blog will not hold up in court.  

You never regret hiring a high producing seller before you need them. New hires fill various sales needs, including new product launches, predicted revenue increase, and market expansion or entry.

According to PBR, an astonishing 85% of sales training falls short of delivering on its ROI. Approximately 80% of new skills are lost within one week of training and about 87% of skills are lost within a month.

As reps, we frequently make the mistake of providing a smorgasbord of options believing the more choices we offer, the better chance we have of meeting the buyer’s needs and closing the deal. What happens to the buyer?