Want Results? Hire Sales Reps with 3-Dimensional Talent
Successful sales professionals do things that others are not willing to do. They work harder. They work smarter. They deliver results. And they do so because they possess the “3Ds”. The 3Ds are natural...
View ArticleDo Data-Driven Hiring Decisions Outplay Gut Instincts?
We are human and, as such, have innate instincts that guide us in life. Instincts may effectively guide us in selecting friends and loved ones, but, does it work when hiring employees? The statistics...
View ArticleAre Your Sales Reps Selling the Wrong Thing?
A Harvard Business study revealed that 80% of sales are produced by only 20% of the sales people. So, if only 20% of sales professionals produce results, what are the other 80% doing? Unfortunately,...
View ArticleAre Candidates Rejecting Your Job Offers?
You made an offer to your perfect candidate only to have the offer turned down. Being jilted at the alter is painful. And, in addition to the pain of rejection, the time and money you spent on the...
View ArticleIt’s December. Should You Recruit Sales Professionals Now?
Not recruiting in December is a missed opportunity. Starting the upcoming year with a new job along with renewed energy and excitement about the future can be very tantalizing for sales reps. Yet, many...
View ArticleHire the What, Not the Who
If I wanted to put together a dream team of golfers, my first pick would be Rory McIlroy, the 2019 FedEx Cup Champion. Tiger Woods and Justin Thomas might be next on my candidate list. Wow, slow down!...
View Article5 Compensation Tips for Attracting Sales Performers
When hiring new sales reps, market your sales position with a compensation plan that attracts top performers. With a tight job market, sales candidates have many opportunities. To stand out among your...
View ArticleHiring Managers: 3 Tips for Negotiating Job Offers
Business owners and hiring managers are often unprepared when a candidate starts negotiating a presented offer. Hiring managers should expect top candidates to negotiate, particularly for sales or...
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Can DISC Assessments Predict Sales Success?
Lazy Z DISC Many sales consultants and business owners use DISC assessments and believe the “Lazy Z” DISC pattern is best for sales performance. DISC stands for Dominance, Influence, Steadiness, and...
View Article5 Employee Retooling Strategies For Downturns
Many companies are making tough decisions about how to navigate through our pandemic crisis. For those that need to downsize, laying off employees is one of the most challenging and emotional decisions...
View Article5 Reasons Why Now is the Best Time to Recruit Sales Talent
“A bend in the road is not the end of the road unless you fail to make the turn.” ~ Helen Keller ~ Years ago, a wise advisor said this to me when I was experiencing a challenging time in my life. I...
View ArticleHiring Virtual Workers
GUEST BLOG by Mike Billington Limitations on traditional workplaces created by the current COVID-19 pandemic have changed employers’ perceptions about how business will be conducted. Will centralized...
View ArticleDo You Have the Right People for a Virtual Work Force?
COVID-19 has forced many companies to abruptly change to a virtual work environment. Two major shifts were required. First, many companies had to change their technology infrastructure and related...
View Article3 Things Top Sales Performers Want from Their Next Employer
Companies are evaluating their sales teams to determine if they have the right players to move them forward during the 2020 economic downturn. With recent layoffs and furloughs, the talent pool is more...
View Article7 Signs You Have a Bad Apple Employee
Challenging times may bring out the best or the worst in people. With months of recent stress in our personal and business life due to the pandemic, some employees may be showing their true colors. For...
View ArticleInterviewing Sales Reps? Don’t Get Caught in the “Likability Trap”
Have you ever fallen prey to the “Likability Trap” when hiring sales professionals? Perhaps you have had an instant connection with a sales candidate that made you feel like you know, like, and trust...
View ArticleTECHNOLOGY or PEOPLE . . . Which Are You Investing In?
As a business owner or hiring manager, if I gave you $5K to invest in either technology or employees, which would you choose? My guess is that most people would choose to spend it on technology. Some...
View ArticleYour New Sales Hire Will Sell Something When This Happens
In a perfect world, business owners and sales managers would love their new sales hires to “hit the road running.” Unfortunately, that expectation is wishful thinking. A successful sales hire only...
View ArticleAre Plateaued Employees Limiting Your Company’s Growth?
Plateaued employees are often loyal employees who are generally nice people and get along well with the team. They are not visibly causing harm to your company. However, are they actually adding value...
View ArticleAre Your Sales Reps Missing These Key Attributes?
Successful sales professionals do things that others are not willing to do. They work harder. They work smarter. They deliver results. And they do so because they possess the “3Ds”. The 3Ds are natural...
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