An Old Key Worth Using
Today, It was my privilege to interview a seasoned veteran for a new sales job. As I listened to his answers to my rather “structured interview,” I began to learn…
How Much Wood Could A Woodchuck Chuck …
… if they were on straight commission without incentives, goals, or directions? Three Answers 1. “As much wood as a woodchuck would if a woodchuck could chuck wood.”…
Coaching MAXIMUM PRODUCTIVITY
Ah … maximum productivity and results??? The driven question. Results come from activities. Activities leading to results are steps in a system. A system contains a person working a process…
Social Drive In GREAT Salespeople
Research scientists have found “Social Drive” to be a core characteristic for high performing sales reps. The scientists who create validated personality profiles may use different terms for being socially…
Goal-Orientation In GREAT Salespeople
Goal-Orientation: Personality Trait #1 in High-Activity Salespeople (for sales cycles less than 90 days) Is your team motivated to achieve timely results or to steadily pass the day? TARGETS •…
Why Personality Profiles?
TAKES THE GUESSWORK OUT OF RECRUITING … Increase your ODDS of finding a great salesperson or sales manager by 10-15 times over traditional methods of interviewing and reference checking. Use…
The Makeup Of Great Sales Trainers
“What makes a GREAT sales trainer? Ah … the makeup … personality? character? talent? skills? knowledge? attitudes and beliefs!!!! Attitudes and beliefs make up the most important part of a…
The Impact Of A Product Knowledge Focus
Can product knowledge get in the way? YES! A friend and past mentor, Ron Willingham, once told me that all salespeople sell with some type of focus. That focus can…
A Talent Fit For Your Organization
Most companies do not know how to do find a “talent fit.” And, here are reasons why: 1. They do not know the top six traits in order of priority…
The Challenge Of Door To Door
What a great training ground for a sales professional … Door-to-door sales will stretch your sensitivity to rapport building in many ways, and it will require you to learn to…