Focus

Connect with the world's leading business experts.

Get instant access to their expertise via world–class Q&A, Research, and Events.

Chad Rose

Follow Following Unfollow

VP/Content Marketing Sales, McMurry

70 points

Chad Rose and 2 other people answered this question

Jan. 4, 2011

How many times should you call or email a prospect in a week if they aren't responding to you?

It depends on what you are saying in your outreach, Kaitlin. If you are "just checking in" then ZERO. But if you can call with interesting insights and something of value, I would say once or twice a week.
But please, whatever you do, don't send ... more

Chad Rose and 4 other people answered this question

Jan. 4, 2011

What are the best practices for putting under-performing sales reps on a performance plan?

Alex's system is interesting for the matrix part. So if they get 2's on the matrix, then you have to decide the "cost/benefit" of working hard with the salesperson. The cost will be your time. The benefit will be a kick-butt sales person. Only you ... more

Human Resources

Employee Management

Performance Plan

Chad Rose and 6 other people answered this question

Jan. 4, 2011

Performance Management Best Practices: What are your 3 tips for managing employee performance?

Honesty - I don't think anyone performs well, especially in sales without transparency and honesty. Salespeople are naturally curious and trained to dig out the truth. Good managers give it to them without sugarcoat. If salespeople are doing well or not, they should know right ... more

General Management

Human Resources

Employee Performance Management

Chad Rose and 6 other people answered this question

June 30, 2010

What do you think are some downfalls of salespeople?

Being flat out lazy and complacent. If a salesperson isn't self motivated, they need to go.

Chad Rose and 5 other people answered this question

June 24, 2010

In your opinion, how important do you think B2B sales letters are?

Writing a great letter is a dying art. With the overuse of email and social media, I think a well written sales letter would actually stand out. Do create such a letter it should be:
Very concise
Original
All about the prospect and not what you want
Have a ... more

B2B Sales Emails

B2B Sales Letters

Chad Rose and 3 other people answered this question

May 15, 2010

How much weight do you put in to hiring salespeople from your competitors?

Scott and Charlie have good points, but I don't believe in hiring salespeople away from competitors for a number of reasons. First, hiring a Rolodex never seems to pan out like a salesperson claims. I've also found they want exorbitant money to jump ship. Finally ... more

Human Resources

Hiring Strategies

Following 4 Topics

Content Marketing

Sales Management

Following 0 People

Followed by 1 Person

Knowledgeable in 9 Topics

Human Resources

#182 of 1382

#288 of 1982

Sales Management

#81 of 460

#6 of 29

#285 of 338

Talent Management

#274 of 424

General Management

#747 of 1194

Hiring Strategies

#11 of 22

#254 of 418