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Lee B. Salz is a sales management guru who helps companies hire the right sales people, on-board them, and focus their sales activity. For over 18 years, Lee has built sales organizations, in both start-ups and turnarounds, for companies ranging from the Fortune 1000 to small firms. He works with clients to build high-performance sales organizations, using his sales architecture® methodology to ensure companies thrive! He has been successful in differentiating seemingly commoditized products and services - in both complex and transactional sales - resulting in record revenues and profits.
Lee is a dynamic keynote speaker and a results-driven, business consultant specializing in: * Formulating sales talent screening programs so companies hire the right sales people * On-boarding sales people through the Revenue Accelerator Program (RAP™) to provide structure and measurement for new hires * Developing compensation programs using the Sales Behavior Objective (SBO™) methodology providing focus for sales activity * Constructing a company's sales architecture® framework for replicable, scalable results In Lee's widely-acclaimed book “Soar Despite Your Dodo Sales Manager” (WBusiness Books, 2007), he presents his sales architecture® methodology to the world. Inspired by a disturbing trend in business, the chasm between sales people and their sales managers, he saw the power in bridging the gap. He recognized that businesses were losing millions in unrecognized revenue from underperformance due to this gap. Salz consults with companies to bridge the gap by implementing the sales architecture® methodology opening the door to explosive growth. "The Sales Marriage" (Sales Gravy Press), Lee's second book, due to be released in 2009, teaches companies how to hire the right sales people. Business executives go on a quest to hire great sales people - not necessarily the right ones for their organization. Salz presents the concept of a sales marriage, which is the relationship between a sales person and an employer based on a synergistic match of needs, wants, and desires. Lee works with companies to help them implement the sales marriage philosophy resulting in skyrocketing revenue and reduced turnover in their sales organization. In addition to Lee's two books, he is spreading his message as a print columnist with SalesforceXP Magazine, an online columnist for Sales and Marketing Management Magazine, and as the Internet radio host of Secrets of Business Gurus. His articles have been published on hundreds of websites and print magazines around the world. He's also been quoted in many articles and books including the New York Times, Dallas Morning News, and MSNBC. Lee's latest venture, Business Expert Webinars, was inspired by his recognition of the most critical factor affecting a business person's success - their commitment to continuous learning. He launched Business Expert Webinars (BEW) as a means for business professionals to learn from industry experts without leaving their office. Lee Salz lives in Minneapolis, Minnesota with his wife and three children. He can be reached at lsalz@TheSalesArchitect.com, by phone at 763.416.4321, and via his website at www.TheSalesArchitect.com. Sort By: Date | Popularity
 Motivate Your Sales Team to Crush the TomatoMotivation is one of the biggest keys to developing successful teams. Every day strong skilled teams are beaten by lesser skilled ones loaded with heart and desire. But who creates the motivation for that to happen? Secrets to Getting the Sales Job You WantIf you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them. Compensate to Motivate Your Sales TeamChanneling the energy of a sales team can be challenging. How you compensate them determines where they invest their time and the results you get. The Second Dimension of Screening Sales TalentCompanies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship. Sales Candidate Attributes: Desired or RequiredCompanies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad. Priming the Sales Applicant PumpMany confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another. Motivating the Passive Sales CandidateEnticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed? What Is The Game Plan?If you don't have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people. The Most Underutilized Strategic AdvantageSales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference. What Every Sales Person Could Learn From the YankeesThe falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.
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