October 2, 2010
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 […]
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September 20, 2010
Businesses tend to retract during recessions. Then once the recovery begins, they expand. Unfortunately, many businesses fail to expand soon enough and thus are unable to […]
May 9, 2010
Have you ever heard the following? My sales reps can’t sell. They don’t prospect for new business. They can’t close. They don’t seem motivated to earn […]
April 18, 2010
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 […]