December 27, 2022
A successful sales hiring strategy identifies sales candidates with DRIVE. Internally driven people know how to set goals, develop a sales plan to achieve those goals, […]
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January 20, 2022
Assessments are routinely used to evaluate current sales team members and sales candidates. Yet, most assessment tools are not sales specific. Most ask the same questions […]
March 25, 2021
Many companies abruptly changed to a virtual work environment in 2020. Two major shifts were required. First, many companies had to change their technology infrastructure and […]
December 4, 2020
It’s December and sales managers are in planning mode for the New Year. Part of that planning process is evaluating your sales teams to determine if […]
October 23, 2020
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 […]
July 31, 2020
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 […]
May 22, 2020
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 […]
May 22, 2020
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 […]
March 6, 2020
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 […]
October 21, 2019
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 […]
September 27, 2019
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, […]
July 26, 2019
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 […]