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Sales Issues

The Cold Call Is Dead: Long Live the Social Hat Tip

Why do we use social media, be it personally or professionaly?  To be heard. This was my takeaway from the recent Edison Research survey, which indicated that 25% of Facebook

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Why Newly Appointed Leaders Fail and How to Avoid It

Whether a company promotes a successful candidate from within – appointing someone to a new or lateral role – or selects a candidate from outside the organization, the company has

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Transform Your Culture Using Customer Experience Change Agents

Previously, we had explained the value of incorporating a change agents network as part of your overall change management program. So you can imagine how thrilled I was when Paul Hagen from Forrester contacted me to

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Why Lunch Is A Bad Setting For Real Business

One of worst techniques you’ll pick up in business is “let’s do lunch.” It sounds like a great device for conducting business, be it a pitch or project work.  Often,

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Attention to Detail: 4 Tips to Increase Your Income

    Attention to Detail: 4 Tips to Increase Your Income

Details are the finishing touch that bring back your customers for future business.  A colleague of mine manages nearly forty commission sales people.  The “best of the best” make huge

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Don’t Let HR Hire Salespeople

    Don’t Let HR Hire Salespeople

One of the hiring traps many companies fall into is letting HR hire salespeople. I apologize if this blog annoys HR practitioners but the simple truth is that most (not

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Prime the Witness When Doing Reference Checking

    Prime the Witness When Doing Reference Checking

I’m usually not a big fan of asking leading questions of a referee. But when I’m doing reference checks for

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The Boring Part of Onboarding a Salesperson

    The Boring Part of Onboarding a Salesperson

Every great author has a trilogy and this is mine. Well actually I’m not really a great author, but this

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Hiring a Salesperson? Hire for Attitude.

    Hiring a Salesperson? Hire for Attitude.

Seasoning is great “on” food and “in” people! One of the things employers often look for in a sales candidate

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Onboarding Salespeople for Fun & Profit

    Onboarding Salespeople for Fun & Profit

Getting your new salesperson started off on the right foot is an important part of them having fun and you

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The New Hire — Doing It Right

    The New Hire — Doing It Right

Too many companies still insist on pumping their new hires full of product knowledge and then dumping them on unsuspecting

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Set an Interview Time Limit

    Set an Interview Time Limit

I’ve blogged in the past about sales candidates who have a propensity to be verbose and why you may want

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The Last Sales Interview Question

    The Last Sales Interview Question

You’re hiring salespeople, right? So, at a minimum, the sales candidate should know how to sell himself. That’s why, when

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The "Hi Good-Looking" Trap

    The "Hi Good-Looking" Trap

According to an article in the Harvard Business review, 33% of all hiring decisions are decided on appearance alone. This

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Hire Sales Skills Over Industry Experience

    Hire Sales Skills Over Industry Experience

This hiring tip may seem counter intuitive but it has a lot of merit. Many companies still choose industry experience

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How to Find Out If They Can Sell

    How to Find Out If They Can Sell

No sales candidate is going to tell you that he doesn’t know how to sell, even when he doesn’t know how. That’s because he thinks he does know. So it’s

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