Todd Cohen

Finding Sales Talent

ToddCohen.com Sales Community, Finding great sales talent is always a challenge for companies. Its hard to find the best! Sourcing and attracting sales talent takes time, skill and the right focus and perspective. I have asked John Smith, Vice President and Partner from Kellen James in Phoenix , Arizona to comment on this for our Sales Community! I think you will enjoy Johns comments and thought. Good Selling! -Todd

Do Natural Born Salespeople Exist?

Dear Sales Community Members, Time for the age old question of whether or whether not sales people are naturally born or are created? I have written this weeks column on this topic, but I really want to know what you think-the opinions on this one vary from end to end! Here is a snippet from my column:

"A question that I have discussed for years is whether sales people are born or made. In other words, is there such a thing as a natural born sales person? This is a term that has been bandied about for years and I think that a case can be made for both sides of the argument. I

The Sales Success Triad

Hello Sales Community... I am almost ready to release to the ToddCohen.com sales community my first white paper " Understanding Successful Sales Performance: The Sales Success Triad". In this paper I explore our sales success from the perspective of three key areas: Personal, Professional and Emotional selling traits and how they all play a major role in our continuing success as a sales community! I will let you know when its available by a ToddCohen.com Newsletter early next week-I hope you will take a moment and download , read and enjoy it. As always, I welcome your input and thoughts! I will also start a series of blog and article topics for the sales community to have ...

Great Sales Leaders!

I am really curious what this sales community thinks a great sales leader is? What defines that person to you? I have written my column this week on sales leaders and offer some of my initial thoughts on what a great sales leader should look like. As sales professionals we have all worked under a variety of leaders and as a result have been shaped and sharpened by those experiences. I think about my sales career and how much influence some really great sales leaders have had on me. Of course, that works both ways and I can also point to areas that have not been as...hmm..should I say not as ...

The “Great Salary Debate”

One of the many topics that I hear the sales community discussing is how to pay salespeople and what the ratio of base salary to commissions should be to create the on target earnings ( OTE). What then is the motivational impact of a lower base salary base vs. a higher base salary for the candidate? I have been listening to and coaching salespeople who are in the interview process and it is fascinating to me what I hear. One strongly expressed view is that a lower base means the company does not value sales. Conversely, I have to talked to many higher level people making the hiring decisions and the view is equally strong that ...