Sales Management Symposium 2008 Schedule
June 25-26
August 13-14
October 1-2
November 12-13

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The IMPACT Selling
Seminar 2008 Schedule
June 4-5
August 6-7
September 17-18
November 19-20
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Who’s Really Going to Perform?
Key Competencies for Salespeople

If we’ve said it once, we’ve said it a thousand times…and we’ll keep saying it:  Previous experience in an industry, a specific marketplace, or with a certain product should rarely, if ever, be the main reason for hiring a salesperson.  Why?  Because if you hire based on past experience, you’re:

1. presuming that the person’s previous industry experience was positive and productive.
2. assuming that the person is motivated, has strong drive, and possesses good selling skills that they will bring to bear at your organization.
3. believing that the person is available for hire because of circumstances over which they had no control, such as downsizing, rather than because of average or lower performance.

So what should you be hiring for?

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Do You Know How To Deliver An Effective Sales Presentation?

What defines a powerful, effective sales presentation? Perhaps the argument could be made that you have given a great presentation any time your prospect has bought your product or service!

However, that reasoning is erroneous. Your presentation may have had absolutely nothing to do with the quality of your presentation. It may have been timing that performed the trick. Maybe you gave your presentation directly on the heels of a poor presentation by a competitor. Perhaps your price was the lowest.

Knowing this, what really defines an effective, powerful sales presentation? Let’s look at 10 essentials for a powerful sales presentation. Here they are:

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