5 Ways to Measure Coaching

In our work with clients, sales managers frequently report that coaching is a key responsibility of their role and something that they enjoy doing. They derive important job satisfaction from their coaching interactions, specifically those interactions in which they feel able to shape, develop and encourage performance. Coloured by this glow of good feeling, it…

The Most Common Error in Recruitment

As a teenager I had a heck of a time learning this lesson and I wasn’t different than any of the guys that I knew. We often tripped over ourselves to get the attention of, or accommodate, the girls we liked. I was a slow learner… I married at 29. Recruitment, we have defined in…

5 Common Sense Rules Great Sales Managers Live By

Great sales managers are worth their weight in Gold. What they get done through others is the lifeblood of the organization – sales. The formula for sales management is simple not easy. 1. Recruit, Recruit, Recruit We like to say that 90% of the nasty attitudinal issues that we see on dysfunctional sales teams ca…

4 Tips for Using Tests in the Selection Process

We love to incorporate testing into the Selection Processes that we build. The addition of tests can be very easy – not really time consuming – and the benefits are significant. Tests can help you gain valuable insights into aptitudes and personal preferences, but most of all they offer a chance to check your biases.…

3 Drivers of Decent Sales Forecasts

Don’t we all wish that we could see into the future at times? In sales, the attempt to look into the future is a constant – and consistent – practice among top performers. Call it what you will, anticipation, projection or calculated guess, top performers do it intuitively, frequently and accurately. The dividend forecasts pay…

5 Reasons to Hire Optimists

I’m not sure that this article relates to all jobs, but in my experience in sales and sales management , I say optimism is essential to the success of a salesperson. Ok, optimism is not the silver bullet. It can’t stand in for brains. It can’t be a substitute for hard work. It can’t be…

4 Lessons in Time Management from Top Performers

Most of the top sales performers that we have ever met are maniacal about their focus. They don’t waste time. But the curious thing is that the intensity of this focus is often masked by what comes across as great “people” skills. They just seem to make everything happen so smoothly. We see four simple…

What to look for in a Screening Interview

In a previous entry relating to the Screening Interview I described what I feel are the only two objectives for this meeting: Determine whether or not a candidate has the basic capacity to do the job; Determine if the “chemistry” you and the team would have with the candidate The right capacity and chemistry means…

Screening Salespeople

The first step of our seven step selection process begins with screening. This initial part of the process offers a transition where your “recruits” become “candidates”. This first step has only two objectives: Determine whether or not a candidate has the basic capacity to do the job; Determine the “chemistry” you and the team would…

Recruitment and Selection Begins with Clarity

It goes without saying that when you are selecting a salesperson, you must know what you are looking for. Without a clear understanding of the qualities and characteristics that make a person successful in selling in the conditions that you face, you will likely fail to get the best person for the job. Selection means…