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…
Ok, before you lynch me for getting out of your comfort zone, give me a chance to explain. Children begin life with only a fear of heights. The world around…
NUMBER ONE – RECRUIT CHARACTER FIRST … Look through these killers to change and performance improvements. Most of them have to do with attitudes and beliefs and what salespeople value – thing…
The cheese is always moving. Just watch the newspapers! Even what happens in Greece can bring new challenges to America. Families change. Competitors change. Our bodies change. And, after a tornado leaves,…
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles PART IV – CONTROL FREDDY Control Freddy (our third sales leader extreme) You and I – we are complex. Things motivate you…
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles PART III – PASSIVE PROCESS PETE Passive Process Pete (our second sales leader extreme) Here’s our second sales management style. Again, how…
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles PART II – RAH-RAH SALLY Rah, Rah Sally (our first sales leader extreme) As you read about this sales management style, ask…
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