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Ann Clifford
Michael Williams

November 14, 2010

4 Sales Styles – Have you hired the right one?

The first step in defining a sales position is to determine the sales style. Sales style is “how” you go to market, or how you “want” […]

October 2, 2010

Can and Will your Reps Sell?

Trusting your gut is not a good strategy for hiring sales professionals, unless you want to wast valuable time, money and resources on people who can […]

April 18, 2010

Hiring Sales Reps . . . Gut vs. Data?

One reason sales reps are difficult to hire is they tend to have high “relationship effectiveness.” In simple words, they are “likeable.” They convince us early on […]

April 5, 2010

Top Employees “Think” and “Communicate”

You’ve probably heard the mantra, “Hire for Attitude, Train for Skills.” Of course, if it was that simple, it would be easy for business owners to […]