As long as companies are in business and want to grow, they’re constantly looking for ways to improve the results from their sales team. Usually, this is done by some combination of hiring additional resources, adding new products and providing ongoing training. Whether you’re looking to create a sales team or expand an existing one, there are a few misconceptions you should address if you want to have a sales team that’s truly thriving. I just have to find and hire rock stars. It’s all about activity. Standardized training will make everyone better. Read...Read More
Whether you are in a formal “sales” role or not, you are always selling. At its core, selling is essentially about persuading others to act in a way that is desirable to you. Donald Hatter is an expert on how to maximize your influence, regardless of who, or what you are selling. When it comes to increasing sales, motivating your employees, or building the confidence that leads to success, Donald is the expert your company needs. He has the experience, knowledge, and personality, which led him to the top of his profession while selling to companies such as Wal*Mart, Shell Oil, American Airlines, ExxonMobil, Texas Instruments, Waste Management, Halliburton, Johnson & Johnson, and Visa. Donald is a bestselling author, a motivational speaker, and a sales and marketing professional with more than 25 years of relevant experience. He also lends his expertise to innovative startups, mid-sized companies and national organizations who seek him out for consulting, keynote presentations, training events and thought leadership. Donald authored two best sellers. 10 Things Great Sales Leaders Don't Do! details 10 common mistakes that sales leaders make, which hinders their ability to acquire new clients. Becoming Invaluable teaches professionals how to manage the perception of their value so that they can thrive in their careers. Donald holds a B.A. in Economics from the University of Pennsylvania where he was a member of the varsity football and varsity track & field teams. He also has an MBA from the University of Pittsburgh Katz Graduate School Of Business. Donald has a great work-life balance and is actively involved in his community, church, and children’s activities. His compelling story of resilience, positive affirmation and self-discipline is an inspiration to people of all ages as they face the inevitable hurdles of life.
Articles by Donald Hatter
It’s been proven that when a team includes people of different genders, ethnicities, cultural backgrounds, sexual orientations, etc., it produces more creative, innovative and effective results. That’s because diverse groups offer a wider range of experiences, and don’t simply parrot back the same old ideas produced by people of similar backgrounds. But diversity doesn’t just happen on its own: Companies need to actively seek and recruit candidates from a variety of backgrounds to ensure they’re not inadvertently creating a homogenous workforce. We asked 15 members of Forbes Coaches Council to share their best advice for attracting a more diverse...Read More
We all know every employee has responsibilities they must perform a certain way — it’s what you get paid to do. Going into a job, these responsibilities are straightforward and clear because you talk about them in great detail during the interview process. In addition to your responsibilities, you may also have goals, which should be clear as well. But despite having an understanding of these two things, it’s equally important to know what exactly is expected of you. The best way to ensure success in your career is to constantly exceed these expectations. To do that, you have to effectively...Read More
More than providing a good or service, companies are in the business of making money. For that reason, companies have budgets and financial statements that are continuously monitored. Since payroll is such a large expense for most companies, conversations are ongoing about who to keep, who to hire and who to let go. Finding a way to show how you positively impact the financial statements of your company is one way to promise continued success in your career. In other words, learn how to quantify your impact. Most employees aren’t able to review the financial statements of their employer,...Read More
The expression, “sales is a numbers game,” is one that sales leaders use all the time. Whether you are an entrepreneur, sales executive, or are involved in other ways with generating revenue for the company, you are probably familiar with that saying. The idea is that the more prospects you interact with, the more successful you will be. So, in other words, increased activity leads to increased revenue. This belief seems perfectly logical. However, it can be harmful to your business if misinterpreted. Spending time with prospects that are not buying generally is not a great way to increase...Read More