Sales Wolf Blog

Rockefeller Habits Summary | The Rainmaker Group

Sales Wolf Blog

Businesses fail. Often. Failure is obvious. What is less obvious is the degree businesses are not optimized to the level they could and should be. Businesses that are not optimized are at increased risk from competitors as well as economic forces.

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Five Dysfunctions of a Team Activities | The Rainmaker Group

Sales Wolf Blog

If you and your team have recently completed The Five Dysfunctions of a Team Workshop with an experienced facilitator, your work has just begun. Sales Management Leadership

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Five Dysfunctions of a Team Conflict Resolution Model | Rainmaker Group

Sales Wolf Blog

How comfortable are you and your team members engaging in conflict? Chances are, the comfort level is mixed. And chances are, you and your team are not on the same page about how to engage in conflict.

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Five Dysfunctions of a Team Character Analysis | The Rainmaker Group

Sales Wolf Blog

Trouble with Fran. People Teams

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

Five Dysfunctions of a Team Foundation | The Rainmaker Group

Sales Wolf Blog

In Patrick Lencioni's powerful book, The Five Dysfunctions of a Team, he outlines the five core causes of dysfunction that can hold a team back from reaching its true potential. The ultimate objective of a team is to achieve results that align with its mission, vision, and values.

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Five Dysfunctions of a Team Exercises | The Rainmaker Group

Sales Wolf Blog

Just how important is it for your executive team to be healthy and aligned? It is ESSENTIAL. It is so essential that The Rockefeller Habits Checklist (™) has it first in their list of ten habits. Does your executive team? Understand each other’s differences, priorities, and styles?

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Leadership Communication Training: Expectations v. Reality | Rainmaker

Sales Wolf Blog

Smart CEOs, managers, and leaders are relentless in improving their team’s communication skills because they understand the value of strong team communication including higher productivity, higher profitability, and reduced stress.

How to Overcome the Five Dysfunctions of a Team | Rainmaker Group

Sales Wolf Blog

The Five Dysfunctions of a Team explores the primary challenges all teams have at some level. People Teams

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Action Defeats Victim Thinking

Sales Wolf Blog

No better high and (sometimes) no worse low. The sales profession is a mental "grind" filled with rejection, setback and disappointment. Winning is the ultimate mindset recovery - followed by rest, weekends and encouragement. I am passionate about this profession. Sales Wolf Mindset

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5 Quantifiable Characteristics of High Performing Teams | Rainmaker

Sales Wolf Blog

High team performance doesn’t have to be abstract or relegated to the realm of speculation. Sales Performance Teams

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The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

5 Quantifiable Characteristics of High Performing Teams | Rainmaker

Sales Wolf Blog

High team performance doesn’t have to be abstract or relegated to the realm of speculation. Sales Performance Teams

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How to Keep Your Sales Team Motivated | The Rainmaker Group

Sales Wolf Blog

Too much of a good thing may eventually work against you. Think about the sales wolf who left you before you could clone them. You poured your heart into them. This sales wolf onboarded lightening fast. Then they wanted your job and unfortunately a promotion opportunity was not available.

How to Build a High Performing Team | The Rainmaker Group

Sales Wolf Blog

Talent is an organization's most valuable asset. Yet in most organizations, the untapped performance potential of teams is profound. Teams

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How to Action Your Five Dysfunctions of a Team Assessment | Rainmaker

Sales Wolf Blog

What gets measured gets improved, and when you measure the Five Dysfunctions of your Team through the Five Dysfunctions of a Team Assessment, you have the ability to improve your Team’s performance

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The Opportunity to Slow Down and Straighten Everything Out

Sales Wolf Blog

How do you buy your milk? Still walking through the grocery store to get your milk? Thanks to the COVID-19 crisis, we no longer buy our milk in a grocery store. Entering a grocery store represents an unnecessary risk. After COVID-19, I will not return to the old way of buying groceries.

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How to Write OKRs: 45 Effective Examples

Many companies are embracing objectives and key results (OKRs) as the best practice for committing to goals and following through. Objectives are outcomes that reflect current company priorities. Each employee should write OKRs that roll up to larger company goals.

Are you credible, candid, confident, a believer and a hustler?

Sales Wolf Blog

Definition of a Sales Wolf. A Sales Wolf has the capacity - the experience, background, education and MINDSET to consistently perform in the top 20th percentile of all salespeople in your industry. Sales Wolves bring in 80 percent of the results. Think Pareto Principle. Sales Wolf Mindset

Black Swan Events & Bold Action

Sales Wolf Blog

Welcome to your Black Swan Event. According to Investopedia : A black swan is an unpredictable event that is beyond what is normally expected of a situation and has potentially severe consequences.

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Why sales coaching is ineffective and what to do about it

Sales Wolf Blog

Depending on the length of your sales career to date (as well as your title), you have probably either initiated or solicited sales coaching. Most typically, sales coaching occurs when a salesperson (or team) demonstrates clear deficiency in sales activity or performance. Sales coaching is typically a reactive step, rather than proactive. More often than not, organizations solicit sales coaching as a futile attempt to turn around a low-performing salesperson or team. Sales Culture Sales Trainin

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What Sales Wolves Deliver

Sales Wolf Blog

The quality of your sales talent is one of few elements to profoundly impact the long-term success of your business. Yet, few organizations have the recruiting structure in place to attract, identify, and ultimately hire Sales Wolves -- high achievers. Sales Selection

12 Plays to Kickstart Your Recruitment Process

To stay ahead in this race, every recruiter needs a good playbook. In this eBook, we lay out 12 recruiting plays that can automate key steps in your recruitment process, helping you reduce both the cost and the time it takes to hire the best candidates.

When salespeople fail to live up to the culture code

Sales Wolf Blog

How would you define your company culture? Your sales culture? Often, a company’s culture consists of a carefully-contrived paragraph of corporate speak that does not actually say much. Think of most company’s vision or mission statements. Companies frequently believe they can similarly “set” their culture and, well, that’s that. The resulting, carefully-curated “culture” most certainly does not accurately represent the day-to-day relationships and tone of the organization.

Types of Sales Wolves: The Hunter Sales Wolf and the Farmer Sales Wolf

Sales Wolf Blog

The level of quality within your sales talent is one of the only factors that can dramatically alter the success of your organization. Use a hiring scorecard and strategic recruiting to find, attract, and retain Sales Wolves. Surround them with Sales Wolf Managers. Then everything is easy from there, right? Not so fast. Sales Performance Sales Strategy

The Fifth Essential Competency Every Sales Wolf Must Master

Sales Wolf Blog

Time and Priority Management. Time and Priority Management is the fifth essential competency every Sales Wolf must master. After grad school and a stint as a commodity trader, I worked in economic development for the State of North Dakota (1998-2000). It was a beautiful sales grind. Imagine selling the impossible. Immediately after being hired, I set out to accomplish two things. I minimized attending nonsense meetings. I put into place a strategy to essentially multiple my sales efforts.

Building a Sales Team From Scratch

Sales Wolf Blog

You only have one chance to do this the right way. Building your sales team will define the short- and long-term success of your business. You only get one shot. When your company is founded or when a new business unit is first set up, assembling a team of Sales Wolves is critical. But here is the sobering truth: Few organizations do it well. Sales Management Sales Culture Sales Strategy

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12 Tips for Selling to the C-Suite

The question for sales pros is this: Are you ready for the challenge, and opportunity, of selling to the C-suite? The following 12 tips can help ensure that you and your team are.

Sales Wolves Do Not Always Interview Well

Sales Wolf Blog

When a person is purchasing a sports car, they do not go to the dealership and randomly test drive every single car on the lot until one feels right. They do not test drive a minivan, nor a SUV. They go directly to the sports cars. Because they came to purchase a sports car! To test drive other vehicles would be a WASTE OF TIME. Yet in the sales hiring process, we have all kinds of inefficiencies for God only knows what reason.

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Is the ideal sales team comprised of all Sales Wolves?

Sales Wolf Blog

I spend a great deal of time writing about Sales Wolves. What defines a Sales Wolf. How many organizations lack them or once they have them, fail to nurture and retain their Wolves. Sales Selection

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Run Away From Sales People With These Traits

Sales Wolf Blog

Few decisions impact a business model more than the quality of sales talent hired to represent a company. It happens all the time. Sales hiring managers predicting strong sales performance from a candidate who later performed poorly. This train wreck is easy to avoid. The candidate positively lit-up multiple biases that the sales hiring manager was unaware were being lit up.

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How to Turn Around a Sales Team

Sales Wolf Blog

Is your mindset one that is reactive or proactive ? For most CEOs and sales leaders, turning around a sales team is a reactive, futile effort that occurs ONLY when the sales team is floundering or dragging the company under. In most reactive sales team turnaround instances, the effort is futile because the mindset that got them to floundering / dragging the company under is what ultimately keeps the doomed company on track to destruction. Sales Management Sales Culture Sales Strategy

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The Power of Conversation Intelligence

This eBook will answer all your questions and more on Conversation Intelligence (CI) by providing a complete overview and its need in Revenue organizations - delivering impact from your Sales Development Representatives all the way to the C-Suite.

Why Your Job Interviews Bring in Crappy Sales People

Sales Wolf Blog

Most sales job interviews are meaningless. Sales Strategy Sales Selection

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Why Your Top Salespeople Aren’t

Sales Wolf Blog

Sales Strategy Sales Selection

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The Rainmaker 'Fab Five' Blog Picks of the Week - 2010 Rewind Edition

Sales Wolf Blog

Happy Monday and welcome to 2011! The end of the year serves as a great time for reflection and looking back at all that was accomplished over the past 12 months. The HR, talent management, and leadership development blogging community

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The Rainmaker Fab Five Blog Picks of the Week

Sales Wolf Blog

I like to start off each week by featuring five posts from the HR, talent management, and leadership development blogosphere that I found to be particularly good reading. Here are my picks for the week of March 7th - 13th, 2011. Enjoy! Seth Godin, Fast Company: Are You Afraid of Good Ideas?- If you had not heard, Seth Godin is publishing what promises to be another powerful book: Poke the Box.

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The First 90 Days: Onboarding Checklist

Connect with your people from day one with this development and engagement checklist.

The June 2010 Leadership Development Carnival

Sales Wolf Blog

Hello and welcome to the June 2010 Leadership Development Carnival - it is an absolute honor to be your host! This month's edition features an excellent collection of 34 blog posts aimed at helping you become the best leader possible

The Rainmaker 'Fab Five' Blog Picks of the Week

Sales Wolf Blog

Happy Monday! I like to start off each week by featuring five posts from the HR, talent management, and leadership development blogosphere that I found to be particularly good reading. Here are my picks for the week of May 9th - 15th, 2011. Enjoy! Michele Welch, Young Entrepreneur: 5 Ways to Battle Mediocrity in Your Small Business - Nothing pains me more than seeing leaders and companies that allow mediocrity to become a part of an organization's culture.

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The Rainmaker 'Fab Five' Blog Picks of the Week - A Look Ahead at 2011

Sales Wolf Blog

The ringing in of a New Year is a time of excitement and promise for all the Possibility that the coming year has to offer. Last week I paused for a moment to look back at the year that was 2010. Today I would like to shift gears and

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Employee Performance Management - Low Hanging Fruit In Every Company

Sales Wolf Blog

Most organizations can do more with less if they hire the best Talent possible, create performance awareness, and hold employee team members accountable for day-to-day activities and results. Employee Performance employee accountability employee performance Job Fit micromanagement personal accountability

100 Pipeline Plays: The Modern Sales Playbook

For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.