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 […]
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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 […]
March 19, 2010
Jack Welch says, “. . . hiring people is brutally hard. New managers are lucky to get it right half the time. And even executives with […]