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Tag: Chris Peterson


Commercial

The No. 1 idea for hiring the right salespeople

September 25, 2019Chris Peterson

There are several reasons that can explain a low success rate in hiring salespeople; however, one reason that often gets overlooked is that companies get fooled during the interview process. Think about it - the job of a salesperson is to impact a company to buy something. During an interview process, they're selling themselves. Even bad salespeople usually perform well in front of an audience; they typically fail for other reasons.So, how can companies increase their probability of hiring the right...

Chris Peterson, Hiring, Vector Firm


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Commercial

The five keys to coaching without micromanaging

July 19, 2019Chris Peterson

Micromanager. There aren't many worse labels to pin on a boss. When considering sales managers, the term is exponentially more volatile - and more common. It's hard for a sales manager to not be considered a micromanager. Most great salespeople are autonomous and don't need much from leadership. Average and poor-performing salespeople usually think they can succeed with the same hands-off approach as the great ones receive, while the really bad ones are usually looking for excuses — and that...

Chris Peterson, Sales Training, Vector Firm


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Commercial

The 10-year transition from sales to account management and how you can reverse it

May 6, 2019Chris Peterson

In the last decade or so, the black and white contrast between sales and account management has become a large glob of gray. Common use of the Internet, efficiencies from the Great Recession, and mass digital marketing efforts have drastically changed the world of business-to-business buying and selling. One of the outcomes of this perfect storm is that customers no longer feel like they need sales people for information, and therefore, are much less willing to see sales people.Sales people have...

Chris Peterson, Vector Firm


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General News

Six ideas to making successful sales contests

December 12, 2018Chris Peterson

About 20 years ago, my boss pulled me into his office and asked a favor. We were entering June and all indications were pointing to a slow second quarter. The company needed sales. He needed sales. His request was direct: “I need you to pull in every dollar possible this month. I'll approve whatever you need—just bring in the sales.” I rode in the field every day that month, staying in front of decision-makers and creatively convincing them to place their Q3 orders early. My region...

Chris Peterson, Sales, Vector Firm


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Suppliers

How a manufacturer sales person can lead without authority

October 17, 2018Chris Peterson

I was recently onsite working with the sales leadership of a manufacturer client of ours. We were brainstorming ideas that would boost the influence of their regional sales managers with their channel partners. Leadership's perception was that their field sales managers were working so hard on the day-to-day that they were making less of an impact on their partners. In the opening discussion, when I try to spark conversation and get all the problems scattered on a white board, someone said it: “...

Chris Peterson, Vector Firm


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Commercial

Six CRM best practices for sales managers

August 29, 2018Chris Peterson

If there is one thing all sales people can agree upon, it's that most companies have a poor CRM process. Fortunately, most of these challenges can be corrected by the sales managers, so I've decided to offer the six best practices that I've seen help companies fully utilize a CRM system.1. Don't expect a CRM system to solve your sales problems. Many sales managers dream of the day their company decides to purchase a CRM system. With the vision of their sales people never missing a task, having...

Chris Peterson, CRM, Sales, Vector Firm


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Commercial

Four mistakes to avoid when hiring sales people

June 19, 2018Chris Peterson

If there is one statistic that is common throughout the security industry, it's the miserable rate of success in hiring and retaining successful sales people. There are many reasons for this poor outcome. At a high level, there are three dynamics that create a perfect storm. First, there isn't a general sales practice or protocol that is taught in a formal education environment like other professions. Even though there are no degrees or universal best practices like there are in accounting, engineering,...

Chris Peterson, Vector Firm


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Commercial

Five ways a sales leader can find and win new accounts

May 30, 2018Chris Peterson

For a million valid reasons that are beyond the scope of this column, commercial security has evolved into an industry of account management. We do an amazing job of taking care of our current customers. In fact, I feel comfortable stating that we've never been so effective at servicing our customers. However, we're not very strong at growing market share and winning new accounts. This type of behavior by the sales team doesn't appear to be a bad thing when the economy is expanding, like right now....

Chris Peterson, Sales, Vector Firm


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General News

One thing every sales manager should have

May 23, 2018Chris Peterson

I've frequently described the sales leadership job—whether the title is chief sales officer, sales manager, or anything in between—as the most vulnerable job on the org chart. Even though there are dozens of factors that lead to sales success and failure, the sales leader is the one person that rides the roller coaster throughout the entire process. In fact, I've often stated that being a sales leader is like being an NFL head coach.Due to the volatility of the sales leadership role,...

Chris Peterson, Vector Firm


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Commercial

Five best practices of effective sales coaches

April 18, 2018Chris Peterson

One of the largest gaps I see in sales managers' performance is their lack of coaching. I don't mean formal sales training, but coaching done by one's boss—the roll-up-the-sleeves and show-you-how-to-do-it type of coaching. I'm referring to the field rides with 45-minute debriefs at Starbucks, working on a solution in a closed conference room together, and running through role-playing scenarios in the car, just before heading in for the presentation. That's coaching.I've observed that sales...

Chris Peterson, Sales, Vector Firm


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