Hiring “No-See’em” Salespeople
You’re probably wondering exactly what is a no-see’em? These are salespeople that your customers don’t see. Usually they don’t see them because their only contact is by telephone.
You’re probably wondering exactly what is a no-see’em? These are salespeople that your customers don’t see. Usually they don’t see them because their only contact is by telephone.
The purpose of culture (any culture) is to teach people how to “see” the world. More specifically, organizational culture is created, reinforced, promulgated, and maintained through the powerful See-Do-Get Process® where managers and staff members are “taught” how to see themselves, other people, and the world around them. For example, a customer (Curt) walks into…
The research evidence continues to trickle in. The study I write about today was conducted by Green Peak Partners with the involvement of Cornell’s Industrial and Labor Relations School (my graduate alma mater, as it happens).
Now here’s a problem most sales managers and HR professionals would kill for — two equally qualified sales candidates. Assuming that both candidates scored equally on our Sales Temperament Assessment and that they are pretty well matched against your mandatory and desirable criteria list, which one do you choose? You want to choose the person who…
To persuade, motivate and influence you need to use the right words in your presentation and your presentation materials. To maximize your impact, try adding these words the next time you have a presentation.
Studies have shown that the forces, trends, and pace of the business environment have the single greatest influence on shaping organizational culture. But there are even more global forces affecting the business environment in subtle, but profound ways that define how organizations must interact with customers and respond to competitors in order to achieve sustained…
I recently read an article by Ezra Klein that made a strong case for not raising the age of eligibility for social security. In the U.S. it is going from 65 to 67. I have always assumed–without a lot of thought, I might add–that raising the retirement age was a no brainer way to reduce…
In the US Federal Government, as many studies have also shown for private industry, leadership–especially at the senior level–is the primary factor around how employees view their workplace. This comes from the 2010 report on The Best Places to Work in the Federal Government.
In my early years of selling, whenever I got an objection, my heart would sink, my stomach would go into turmoil, and my mind would shift into overdrive trying to figure out how to deal with it. All my early sales training and all the sales books I’d ever read made a big deal about…
Today’s business literature is replete with models of leadership and an entire industry has grown up around coaching leaders. Leadership is arguably one of the most valuable of human activities, yet despite the vast literature on the topic, many people remain unable to identify the basic building blocks that define what leadership is. As Elliot…
I’ve been approached by a prospective client who wants a workshop as part of an internal strategic initiative around communications between the levels. They want to focus on: 2-way communication, down to the employee and upward to the manager what should be communicated and when obstacles to communicating more openly how to solicit communication from…
Often when I suggest to salespeople that they do some telephone selling, a panicky look comes over their faces and you’d think that I’d suggested they pick up a hot poker and put it to their ear! Part of this fear and disdain comes from exposure to extremely poor telemarketers who are blight on professional…