How To Be Hopeful In A Difficult Time
Last week the Wall Street Journal printed a series of articles around Navigating the Coronavirus. Their writers’ inspiring stories got me thinking about the ways we can grow while we…
The Right Time For You To Be Courageous
The fears crawling around our country today include those we find while we stay at home and those that stare back at us when we go out. In just the…
Viral Leadership: This Is What Happens When Leaders Show Up
What do you experience when you hear the word, “Cancer,” and it’s dreadful significance enters the life of a friend, colleague or family member? Do you socially distance yourself? Do…
When You Pay Attention To The Research On Conscientiousness
If you recruit for salespeople, did you know that the “evidence from more than 100 years of research indicates that conscientiousness is the most potent non-cognitive construct for occupational performance?”…
This Is What Happens When Someone Sells With Purpose
What’s the purpose of a salesperson? To sell widgets? To sell them above a magic number? Years ago I attended a luncheon and remember a speaker who had a dramatic…
The “Rudy Factor” Will Make The Most Difference
What does finding salespeople today, who can sell, have to do with Rudy? In the movie, Rudy, a true and inspiring tory about Daniel “Rudy” Ruettiger, a boy hears from…
The Best Salespeople Are Heroes And Heroines
From Ulysses to Gandhi to Wonder Woman to Joan of Arc, these historic figures were known for legendary strength, leadership and courage. Each of them led the resistance or the…
Predicting If Can They Sell At The Best Level
Yesterday we turned over big rocks on my farm. As they flipped, I watched my grandsons react to the worms and other creatures found in the dirt behind them. As…
The Optimistic Person Perseveres When Tested In A Trial
At present, I provide directional and moral support to someone who runs a 30 million dollar division of a national company. Many difficulties hammer his optimism as I watch him…
This Is What Happens When Character Multiplies Genetics!
This What Happens When Character Multiplies Genetics! For tremendous rewards in sales performance, which sales candidate do you want to hire from the three below? The smartest The most persuasive…