Sales Leader Q&A with Dr. Ruff - Consequences of Inaction

08/02/21 • 4 min

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff.
These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away.
Our seventh segment focuses on how buyers are going through a period of change, and sales people need to adapt to this change. Now more then ever, circumstances are often out of a salesperson's control that cause a deal not to close. But sometimes having inaction during these times is the cause, and should be remedied by having a explicit conversation with the client on customer at the right time, before it's too late.

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Sales Leader Q&A with Dr. Ruff - Sell More By Talking Less

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff.
These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away.
Our sixth segment focuses on the power of listening in the sales process. The best sales people talk less, and spend time trying to understand the customer's problems and issues first. It's important that sales people and the customer have the same vision of the problem before jumping in with any type of dialogue about a solution.

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Hiring and Retaining the Right Sales Team

In our first episode of the new season, we tackle a growing problem not only facing sales organizations but entire companies—keeping your team intact.

Our guest is Scott Campbell, Senior VP at Sales at Docker, who has been responsible for ramping up a new sales team in 2021. Scott joins (our own) Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group.

You’ve read the headlines about the mass exodus of employees or perhaps you’re struggling to keep or attract a talented sales team. Hired just over a year ago, Scott has been responsible for building a new sales team —90% of the team are new hires. So, how do you attract new talent like this? Listen in as we discuss what Scott has accomplished and how to implement your own changes to recruit sales rock stars.