How Competitive Do Your Salespeople Need to Be?

Playing football in high school, I was elected to All-Conference First-String Offensive Tackle and All-State Second-String Offensive Tackle.  The offers rolled in and school visits were scheduled with NCAA Division I schools.  Being from Illinois and because it was close to home, the first stop was Northern Illinois University in DeKalb, which was a Division I program back then. read more

The One Success Trait Salespeople Need Today To Ensure Their Tomorrow

Hire the Best - Use for Web applications, emails, etcBefore he was Conan the Barbarian, the Terminator and the Governor of California, Arnold Schwarzenegger was a world champion bodybuilder.  He arrived in Hollywood just as the film industry was in the middle of a transition.  The making of movies use to be controlled by the studios, then by the stars, and now, by the box office. This means the investment required for the production of a film is so large today that the producers and the studios cannot afford to make a mistake. To ensure they get a ROI, everything is measured and managed. Sound like your industry? read more

Selecting the Right Salespeople

Hire the Best - Use for Web applications, emails, etcOne of my career moves required moving my family from the Midwest to South Florida.  That was culture shock enough for my wife and me but our children were in middle and high school at the time.  We knew switching schools, making new friends and trying to fit in would be a little stressful for them. read more

The 6 Mistakes to Avoid When Interviewing Salespeople

Hire the Best - Use for Web applications, emails, etc“Not another interview,” I say to myself.

I’ve conducted ten interviews in two weeks and they were all duds.  Worst of all was being caught in interviews where I knew within the first ten minutes that the salesperson was not going to be a fit and wasting the next twenty-minutes being polite. read more

CLAM up – Why People Switch Jobs

Hire the Best - Use for Web applications, emails, etcI got a call from my friend the other day, “Hey Jim, I’m headed to a job interview and I was wondering if you could give me some good questions to ask?”  “Since you are driving to this interview right now, let me give you some easy ones to remember,” I stated.  Then, I gave him the one question that everyone should ask a potential employer, we talked about the opportunity, and off to the interview he went. read more

Determining Your Next Career Move

Hire the Best - Use for Web applications, emails, etcA friend of mine called the other day seeking career advice.  He is gainfully employed, happy where he is at and at the same time, feeling unfulfilled.  When I asked him what he wanted to do, he stated that he was open to all possibilities.  Wanting to stay in sales and/or sales management, he would consider a change in location and industry.   While he is open to switching industries and he has transferable skills, the biggest value he brings to an employer is his experience, product knowledge, relationships and contacts in his current industry.  Therein lies the paradox, while seeking a change, the change he seeks may not compensate him for the value he brings. read more

How to Keep “A” Player Applicants Engaged

Hire the Best - Use for Web applications, emails, etcRecently, Dr. Brad Smart, Founder of Topgrading, which is a proven method for hiring the “best of the best,” commented on my radio show, BizTalk, that the best people stayed put during the recent recession.  They were not willing to make a career move until the dust settled.  Well, it’s settled and in fact, the job market is picking up steam. The good news is “A” players are on the move again.  The problem is that you won’t see them. read more

You Can’t Build Relationships with Keystrokes

Hire the Best - Use for Web applications, emails, etc“Hey, look at the email I just received,” one of my recruiters said as she came into my office.  “This is really neat and we should be doing this,” she stated.

It was an email she had received soliciting her to make a career change.  She was excited because the email contained an embedded presentation about the position. read more

Help Your People Hit The Ground Running Everyday

Hire the Best - Use for Web applications, emails, etcWhat gets and keep people energized?  That can be a lot of things but one of the main ingredients is progress.

When people feel they are making progress towards something they will be more engaged, enthusiastic and motivated to achieve even more.

Peter Drucker, the famed business consultant wrote, “We know nothing about motivation, all we can do is write books about it.”   Peter may be right but at the same time, we can help people become more self-motivated by helping them understand their job’s priorities. read more

Issues, Problems, and Opportunities: Which one is it for you?

Hire the Best - Use for Web applications, emails, etc“We hired some salespeople and not everyone worked out,” the conversation started.  Where have I heard this before I thought to myself?  Oh I know… almost every conversation I’m in starts out this way.  “Not unusual,” I stated, “How can I help?”  “We need a pre-hire screening assessment and I heard you can help us out with that.” read more