Sales In the New Era
They say sales has changed. But has it? Have COVID and lockdowns, quarantines and work-from home changed everything? It may be true that many of us are learning to do…
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…
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?”…
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…
Do I Have To Lower My Standards When Building My Team?
There is an old story that offers one explanation as to why the rich keep getting richer, and the poor stay poor. The story teaches, “To the ones who accept…
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…
The 13 Fundamentals For Powerful Sales Assessments
There are lots of simple and easy to administer assessments on the market. but very few of them are validated for high-activity sales professionals. In addition, they are not customized…
The Power Of The Flywheel Hiring Strategy
If you are in charge of hiring salespeople, you may be feeling desperate. Things have changed in the past couple of years. Previous top-to-bottom hiring strategies may have worked for…