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Key Findings from the CPSA Compensation Reports

March 16, 2017 By Canadian Professional Sales Association

Sales professionals are different. Like your non-sales colleagues, your success depends on your performance; but unlike them, so does your compensatio...
Invest in Sales Training and Take Your Sales Skills to the Next Level

November 11, 2016 By Canadian Professional Sales Association

If you’re looking to kick up your sales levels a notch, sales training is one of the best options available. While some people believe sales ...
5 Things You Must Do Right To Land the Perfect Sales Job

August 26, 2016 By Bryce Carter, National Director, Business Development, Grand & Toy

Employers often narrow in on three key areas during the hiring process – your history, your fit with the company and team and how you perform ...
Things That You Will Never Hear From A Great Salesperson

June 27, 2016 By Tibor Shanto

It has always been said that in order to succeed you should follow and mimic those who excel. But given the popular 80/20 myth in sales, and the fact ...
A Hiring Success Rate Under 50% Is Costing You

June 24, 2016 By Lori Richardson

Do you have about a 50-50 chance that your new Account Manager or Sales Rep is the right fit?  It is integral to have success in hiring sales re...
2 Tips to Get More out of Your Best Sellers

June 21, 2016 By Colleen Francis

It is a common belief that top performing salespeople don’t need to be coached? That notion is wrong. Your top producing salespeople must be coa...
5 Different Types of Sales Compensation Plans

June 21, 2016 By Rhys Metler

Choosing a sales compensation plan is an important decision to make for any organization. The right plan will adequately motivate your sales people t...
Spotting Sales Duds

November 16, 2015 By The Canadian Professional Sales Association

You can teach salespeople many things, but whether or not your potential hire is going to blend well with your existing team and adopt the ethics you...
Sales Debate #2 – Do Email Attachments Engage Prospects?

May 04, 2015 By The Canadian Professional Sales Association

When engaging with prospects via email, it is common for salespeople to pass along multiple documents of information, in hopes of intriguing the cont...
Sales Debate #1 – Can You Build Relationships Via Email?

April 20, 2015 By The Canadian Professional Sales Association

With the ease of modern communicative mediums, building strong relationships with your prospects and clients proves to be more difficult and yet more...
Five Secrets to Make Your Sales Calls Unique

March 09, 2015 By Mike Brooks

Cold calling is tough, I get it.  Even if your marketing department is generating so called “warm leads,” the resistance of people w...
Sales 3.0 - Performance Management

February 23, 2015 By The Canadian Professional Sales Association

Effective sales performance management is a critical initiative which aims to drive sales and reduce operational costs. Sales performance management ...
The Compensation Game – Should Pay Be Linked to Performance?

October 06, 2014 By The Canadian Professional Sales Association

Intended to provide employees with motivation, performance related pay (PRP) is becoming an increasingly popular option for employee compensation. Wh...
What are the most important questions to ask prospective sales employees during an interview?

September 22, 2014 By The Canadian Professional Sales Association

When hiring a new salesperson, asking the right interview questions are essential to securing a highly-skilled employee. However, what are the most i...
Are Retention Bonuses Worth the Investment?

August 25, 2014 By The Canadian Professional Sales Association

Due to the increased demand for sufficiently educated and trained employees, more and more employers are offering retention bonuses in an effort to r...
Three Techniques That Help Identify Top Sales Reps

August 11, 2014 By Mike Brooks

There are many ways to try to identify the characteristics in advance, and in fact a whole industry of profiling and assessment testing has sprouted ...
Are You Picking the Right Compensation Plan for Your Business?

July 14, 2014 By The Canadian Professional Sales Association

Choosing the right sales compensation plan is essential to ensure your business is competitive when recruiting and retaining talented employees. ...
The NEW Canadian Anti-Spam Legislation - Do You Comply?

July 01, 2014 By The Canadian Professional Sales Association

In December of 2010, the Canadian government announced that as of July 1, 2014, the Canadian Anti-Spam Legislation (CASL) would come in to effect. As...
Best Practices for Effective Compensation

June 02, 2014 By Colleen Francis

Compensation plans for sales teams can be one of the trickiest tasks for a sales leader. Countless commission structures fail despite sales leaders&r...
How do I perform a background reference check on a prospective supplier or partner outside of Canada?

May 05, 2014 By The Canadian Professional Sales Association

To avoid unpleasant surprises down the road, it is important to perform due diligence on prospective vendors and suppliers. A background screen shou...
Tired of Hiring Bad Salespeople?

January 28, 2014 By Colleen Stanley

You may have seen this movie before.  In fact, you might have landed the starring role in the film titled, ‘Bad Hire, Bad Life.’&nbs...
I am having trouble hiring top performing salespeople. How can I improve?

December 04, 2013 By The Canadian Professional Sales Association

It may be your personal bias and definition of what makes a great salesperson that is getting in the way of great hires. Great salespeople are made ...
Sales Management Challenge: What Do You Do When Market Rumors Are Killing Sales?

August 20, 2013 By Lee Salz

Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a ch...
When Incentive Plans Go WrongWhen Incentive Plans Go Wrong

August 23, 2013 By The Canadian Professional Sales Association

Sales incentive programs have an enormous impact on the bottom line, and on the future growth of the business. Their sole purpose is to “incent...
How Do You Skillfully Evaluate Sales Candidates?

May 31, 2013 By Lee Salz

Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a challen...
How many Canadian employers incorporate psychometric assessment testing into their hiring process?

February 21, 2013 By The Canadian Professional Sales Association

Many companies have now started to look into ways of finding an employee who behaviourally fits their job position. If done properly, taking more tim...
The Importance of Setting and Delivering on Customer Expectations

September 21, 2012 By Michael Nick

I bought a new car about a year ago. When you buy or lease a new car, you are shuffled off to some little concrete office, with no windows and two un...
Online Employee Incentive Programs: Do they work?

August 02, 2012 By Lucie Grys

Loyalty. Appreciation. Drive. These are key areas that strong sales managers talk about when working with their sales teams. Incentive programs can b...
The Sales Interview Process (Part 1)

December 28, 2010 By The Canadian Professional Sales Association

As a sales manager, you’ve reached the stage where you have winnowed out some additional candidates either through assessment testing and telep...
Job Personality Tests: How to Use Them to Your Advantage

December 06, 2010 By Peggy McKee

Personality assessments are sometimes used by companies to evaluate potential employees. Often, it's because they've benchmarked their current top pe...
How Salespeople Can Reinvent Themselves

September 21, 2010 By John Sligh

Over the past 10 years, a lot of people have changed careers, or started part-time businesses to supplement their income.  Some people have bee...
B-to-B Communications Organization of the Future

September 21, 2010 By SiriusDecisions

B-to-b communications structure must evolve to meet changing buyer needs and an increased focus on social media; how much work does your structure ne...
The Dangers of Social Networking During a Job Hunt

August 09, 2010 By Erin Kennedy

It seems that everyone from teenagers to top-level executives of multi-million dollar corporations have taken to social networking online. These typ...
How Using a Blog Can Help You in Your Job Search

June 28, 2010 By Peter D. Robson

Using a blog in your job search is still " not on the radar " for many people in their job search. Many people rely almost exclusively on a CV or ca...
Interview Questions to Gauge Key Sales Traits

June 02, 2010 By Canadian Professional Sales Association (CPSA)

The following is a list of suggested questions you can ask to gather information about the candidate’s background and ambitions in the intervie...
Additional Methods for Screening Sales Candidates

June 02, 2010 By Canadian Professional Sales Association (CPSA)

If you were to ask most sales managers about the most important attributes they look for in a sales candidate, they would probably respond with adjec...
100 Per cent Commission Headache

June 02, 2010 By Kathleen Steffey

An interesting question was recently brought to my attention:  Should we resurrect the 100 per cent commission sales position? This topic has lo...
An Online Presence, Twitter Tips to Get You Started

June 02, 2010 By Martin Buckland

Are you currently in a successful career? Are you in career transition? Or perhaps you are a business owner? A student? Regardless of your position o...
Nothing to Hide on Your Résumé

June 02, 2010 By Martin Buckland

When dealing with any business or individual providing goods or services a transparent image is critical to securing your loyalty and ...
Selling as a Profession

June 02, 2010 By Paul McCord

Like many of you, I have many roles that I must fill. I am a sales trainer and coach; I am a sales management consultant; I am a writer and speaker; ...
Move Sales Training from the Classroom to the Sales Call

May 19, 2010 By Anthony Cole

One of the biggest challenges for most organizations is helping salespeople execute in the field what they've learned in theory in the classroom. It ...
How to Quit Your Job

April 08, 2010 By Anonymous

Help with how to quit your job. You have decided to move on and want to resign from your job. Follow the resignation guidelines to resign in a diplom...
7 Tips for Creating an Effective Sales Résumé

April 02, 2010 By Heather Johnson

Selling yourself through a professional résumé can be tricky, even for the most seasoned salesperson. However, there are some very simp...
Get Discovered - Sales Career Advice

April 02, 2010 By Jeb Blount

I once heard a wise Sales Vice-president say that most salespeople are either just starting a new job or thinking about their next one. That may or m...
Tips for Writing an Online Classified Ad for a Sales Position (Part 5 of 6)

March 17, 2010 By Canadian Professional Sales Association (CPSA)

Many commercial e-cruitment services (e.g. Workopolis, Monster.ca, Jobshark etc.) have a template that the employer fills in outlining pertinent info...
Tips for Creating a Sales Job Description (Part 4 of 6)

March 17, 2010 By Canadian Professional Sales Association (CPSA)

Suffice to say it is not sufficient to write in the job description that your  company is looking for a salesperson to sell its product, ca...
Resume Writing: Filling in the Gaps

February 09, 2010 By John Smith

Listing your professional experiences on your resume is a difficult task. There are so many elements to consider: job titles, time frames, key respon...
What value do you have?

February 03, 2010 By Martin Buckland

     We all have personal values. Have you ever thought about your career value? What can you bring ABC Company? What makes you s...
The Job Search “Top 10”

February 03, 2010 By Martin Buckland

Over the last 16 years as a Career Management Professional, I have watched many people pass through the transition process some seamlessly and some v...
The Interviews over…Now I can relax!

February 03, 2010 By Martin Buckland

Wrong! There is still plenty to do after the interview. If you are to be proactive with your search, continue. Don’t rest on your laurels. The...
Simple Things that can Cost you in the Interview

February 03, 2010 By Martin Buckland

Weak Handshake First impressions count! A handshake is an important tool on how people evaluate you within the first few seconds. To me, a feeble or ...
Résumé Writing – Basic Facts

February 03, 2010 By Martin Buckland

A résumé secures an interview. It doesn’t get you the job. It’s a very important document and has to lure the reader into s...
Résumé Writing Mistakes

February 03, 2010 By Martin Buckland

There is no room for a mistake in a résumé. The potential employer is looking for close to perfection and your résumé has...
Networking 101

February 03, 2010 By Martin Buckland

Creating your image, building your presence, and conducting your conversation in an effective and professional way are key elements in successful net...
References: Are you prepared to show your hand?

February 03, 2010 By Canadian Professional Sales Association (CPSA)

When an employer asks you for your references, having solid references–and having them readily available—is critical and reinforces your ...
Writing an Accomplishment-based Résumé.

February 03, 2010 By Martin Buckland

Envision a recruiter or human resources professional sifting through hundreds if not thousands of résumés. What criteria do they look f...
Keep moving in a positive job search direction.

February 03, 2010 By Martin Buckland

Job searching is challenging, emotional, time consuming, stressful and depressing. It can be a rocky road that plays out within the family environmen...
The I’m Over 50, I’m Finished.

February 03, 2010 By Martin Buckland

Trepidation, uncertainty, doubt, rejection, and bewilderment are all understandable feelings with job searchers over 50. But fear not, with resource...
Cover Letter Mistakes

February 03, 2010 By Martin Buckland

Cover letters these days are almost as important as a résumé. An investment of time must be made in creating this document written in t...
Do I need a résumé?

February 03, 2010 By Martin Buckland

This is an interesting question to ask a Master Résumé Writer! Occasionally, there are some new products or marketing tools in the care...
Career Resolutions: Dreaming a Bigger Future

January 02, 2010 By Jeremy Miller

We were all asked as children, "What do you want to be when you grow up?" It's a great question. It lets you take off the shackles of reality and simp...
Make Sure Your Résumé is Honest

January 26, 2010 By John Smi

You should always compose your résumé well, making sure that there are no errors or gaps that would raise questions, and highlight the ...
Electronic Résumé: What to Do and What Not To Do

January 12, 2010 By John Smith

There are two most commonly used methods for résumé submission: uploading your résumé to the employer's web site or to th...
A Fresh Start for Your Career 

December 23, 2009 By Susan Bryant

A new year provides a sense of getting a free do-over, so you can try again and get it right. What do you need to do this year to find the kind of en...
Can you afford to leave your job?

December 16, 2009 By Kerry Knapp

Yearning to explore new horizons? Before you jump ship, you should have a good idea how much it’ll cost you. Take a few minutes to estimate the...
It Takes More Than Just Compensation to Unleash a Sales Force!

December 03, 2009 By David Kahle

I’m often asked to help a company refine their sales force compensation plans. As a consulting company, that’s work that we regularly do....
Incenting the Incentive Plan

December 03, 2009 By Carl Moe

Chief Revenue Officer (CRO): noun. the person or position within any business whose responsibility it is to make certain revenue is generated to...
Five Ways Not to Become a Sales Casualty

December 01, 2009 By Chris Lytle

A lot of people want sales jobs. Fewer want the work sales entails. It is important to have realistic expectations, positive role models and a sales ...
Secrets Buried in a Salesperson's Resume

November 17, 2009 By Lee Salz

In my sales management career, I would bet that I've seen about 5,000 resumes for sales people. Yet, I still haven't seen one that shows someone who ...
How to Ace an Interview-A Checklist

November 03, 2009 By Deborah Brown-Volkman

A job interview is a screening tool. For you, it's an opportunity to assess whether or not you want to work for a company. For the employer, it's an ...
Developing Top-of-mind Awareness

October 22, 2009 By Mark Bishop

Some sales trainers teach that persistence is a horrible idea. If you start to suspect that the buyer is just "kicking the tire" the salesperson is o...
What Buyers Want

October 22, 2009 By Mark Bishop

Ever heard that famous saying "For want of a nail...the war was lost?" It suggests that if you focus too hard on the little mundane details, you may ...
Purposeful Communication

October 22, 2009 By Mark Bishop

The best salespeople have a plan. The customer always feels like there is momentum in the relationship, and knows where things stand at any given tim...
How To Hire Top Salespeople

October 19, 2009 By Lynn Mattoon

So you're faced with hiring a salesperson or maybe even several salespeople. You and your company know that even though we're facing hard economic ti...
Resume Tips For Mature Sales Professionals

September 08, 2009 By Lynn Mattoon

So you've worked in sales a long time, perhaps for many years with the same company. Suddenly, the economy turns upside down and you find yourself ou...
10 Habits Assuring Career Self-Sabotage

October 07, 2009 By John McKee

You're fired! This succinct phrase strikes more fear into the heart of the working man than any other. Why is it, then, that many well-intentioned and...
Managers as Motivators

September 15, 2009 By Monster.ca

Managers who understand what motivates each employee can tailor incentives accordingly. But your motivational toolbox should go beyond rewarding exc...
5 Interview Wrong Turns

September 25, 2009 By Zack Frank

#1 Trying Too Hard to be Similar Research has found that people not only like people similar to them but that they will project their positive traits...
Perspectives on Benefits Plans: It's all in the Eye of the Beholder

August 02, 2009 By Jane Petruniak

You’ve heard the phrase “beauty is in the eye of the beholder”. What does it have to do with group benefits?  Well, it’s...
Career Summaries vs. Career Objectives

August 31, 2009 By Monster Career Coach

How do employers that you’ve applied to for a job get a quick idea of who you are and what sort of work you’re looking for? Well, they co...
When Sales Training Isn’t Working

September 01, 2009 By Kendra Lee

Nothing is more frustrating than investing the time to identify the need, design, develop, and deliver great sales training and then discover that se...
Example of a Sales Letter Or Email When a Prospect Gets a New Job

September 02, 2009 By Mark Satterfield

This example of a sales letter or email is highly effective when you read or learn that a prospect has been promoted or accepted a new position. I o...
Sample Business Sales Letters That Get Read

September 02, 2009 By Mark Satterfield

This sample business letter is modeled after one of the most successful sales letter templates of all time. The beauty of this letter is that it can...
Sales Training: An Investment Not a Cost

August 01, 2009 By Randy Shuttleworth, CSP

Years ago, a Vice President of Sales I worked for remarked, “It’s okay to trim the fat but be careful you don’t cut muscle”. ...
Do You Have A Structured Onboarding Process For Your New Sales Representatives?

August 01, 2009 By Robert Weese

Fortune 500 companies have a structured onboarding process which every new salesperson follows. The plan lays out detailed timelines and benchmarks, ...
Jumpstart Your Networking: A Fresh Approach

August 01, 2009 By Roz Usherhoff

Recently, I had a conversation with a longstanding client. Having just missed the latest downsizing in his Fortune 500 company, he reminded me of our...
How to Keep Your Sales Team Motivated

August 01, 2009 By Frank Rumbauskas

Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep s...
Cash Just Isn't Enough!

August 01, 2009 By John Schaefer

When surveyed, employees consistently will ask for cash, but research shows that it is the least effective form of recognition - How come?  Stev...
Designing Sales Compensation for Inside Sales Teams

August 01, 2009 By Neil Bishop

Great salespeople are an asset to any organization, every company wants them and when you recruit a good sales professional you need to retain them. ...
What’s the Difference Between an American 401k and a Company-Sponsored Group RRSP?

August 01, 2009 By Peter Merrick

Sometime ago, I received an email that read: “Peter, I am the chief financial officer with a midsize software company in New York state. My com...
Communicating Your Sales Compensation Plan to your Sales Team

August 01, 2009 By David Johnston

Communication issues are the greatest problem in the corporate world today, particularly in sales compensation. Most organizations struggle to commun...
Deep Dive: Podcasts

August 01, 2009 By SiriusDecisions

* Because of their portable nature, podcasts are an effective type of social media for driving repeatable interaction * Of the eight types of so...
Focus on Possibilities Not Problems During Difficult Times: 4 Strategies that Work

August 14, 2009 By Pat Heydlauff

Today's unstable economy requires you to have a "we're going to succeed" attitude. When there is so much chaos, change always follows and leaves room...
Résumés That Sell: Writing Résumés that Hiring Managers will Read

August 01, 2009 By Jeremy Miller

Writing a quality résumé is difficult. Essentially you are boiling down your professional experiences into a one to two page document....
Movin’ On Up: Sales Experience lays a Solid Career Foundation

August 01, 2009 By Deena Waisberg

You like your job but there may come a time when you’d like a new challenge – an executive position or to head an entrepreneurial venture...
How to Stand Out by Fitting in

August 01, 2009 By Roz Usherhoff

When I began to market my consulting services to larger companies, I used to scout those companies by visiting their lobbies to see how people dresse...
Win Every Interview: Tips on how to Present Yourself in a Sales Interview

August 01, 2009 By Jeremy Miller

Sales interviews are not interviews. They're sales calls. The first rule of interviewing for sales jobs is don't go to interview – go to sell. ...
Questions to be Asked at a Job Interview

August 01, 2009 By Iain Menzies

In general terms most interviewers will give you the opportunity to ask questions once they have finished their series of questions. So it is importa...
Reference Questions to Ask

August 01, 2009 By Cindy McGeever

Knowing what reference questions to ask your prospective new hire is critical if you are going to get truthful information on a candidate's prior job...
He Said, She Said: Communicating between Genders at Work

August 01, 2009 By Beth Banks Cohn, Ph.D. and Roz Usheroff

If you think it's difficult to discern what your significant other is really trying to say to you, consider how complicated communication between gen...
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