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…
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…
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…
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…
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…
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 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…
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…
Being an excellent sales leader is not easy. It’s difficult. There’s a lot of pressure to get new people performing fast. And, how you begin with someone affects turnover –…
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…
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