Leader's Beacon : Knowledge is Power

Sales Management

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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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 is part of a trilogy. This is the third article

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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 making even more profit. I recently did another of my

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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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When to Interview the Sales Candidate’s Spouse

    When to Interview the Sales Candidate’s Spouse

There are a couple of situations when it makes good sense to include an interview with a sales candidate’s spouse. The first situation is when you’re seriously considering hiring a

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Two Critical Tests for Sales Candidates (Part 2)

    Two Critical Tests for Sales Candidates (Part 2)

In part one I expressed my despair that companies don’t do a more thorough job of selecting salespeople. My concerns stem from my years in the sales training business where

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Two Critical Tests for Sales Candidates (Part 1)

    Two Critical Tests for Sales Candidates (Part 1)

When hiring for a position as critical as sales, I’m always surprised that companies don’t take the time to test candidates better than they do. I recognize that the HR

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