“Life is Difficult.” This is the first sentence of The Road Less Travelled written by Dr. Scott Peck in 1978. He writes that when people realize this truth this understanding leads to…
Over the years, thousands of salespeople and sales leaders have responded to this question. Last week, while with 70 young salespeople and leaders, I asked it one more time. After…
In my sales career, I have discovered that sixty cents of every commission dollar earned comes from these activities: finding enough quality prospects and setting enough first appointments in which…
Has anyone ever accused you of always wanting to take charge? When recruiting salespeople, it is important to realize that salespeople with the personality trait of high Need for Control…
When recruiting salespeople, Goal Orientation is one of the most important hard-wired personality traits that will help a sales leader understand the way a salesperson will approach sales tasks. The scales…
“We all agree that you are a people person, but we’re looking for a closer not a professional visitor.” Every important moment in the life of a salesperson involves asking…
While recruiting salespeople, it is important to measure the personality trait, Social Drive. In a recent sales meeting with high-activity/outside salespeople and their sales engineers, I was conducting training on…
In this series of blog posts on recruiting salespeople, we have been exploring the five dimensions of the “Best Salesperson Profile”. The first three were – Attitudes, Motivations, and Character…
The fourth character trait we measure while recruiting salespeople is personal responsibility. In addition to the definition of the trait, I have included some interview questions. We accept Personal Responsibility…
… in a very special way – without judgement and with care and concern for their well-being. We have many cultural changes affecting today’s sales forces. Religion and a commitment…
Get in touch with us to see how we can help you to transform what’s broken in your sales organization.