… if they were on straight commission without incentives, goals, or directions? Three Answers 1. “As much wood as a woodchuck would if a woodchuck could chuck wood.” 2. “A woodchuck would chuck as much wood as a woodchuck could chuck, if a woodchuck could chuck wood.” 3. “A woodchuck would chuck all…
Ah … maximum productivity and results??? The driven question. Results come from activities. Activities leading to results are steps in a system. A system contains a person working a process with its tools and skills. And, the system is driven by beliefs and attitudes. Do we want something? Do we value excellence? Do we see…
Research scientists have found “Social Drive” to be a core characteristic for high performing sales reps. The scientists who create validated personality profiles may use different terms for being socially engaged. Salespeople who are driven socially will want to be out among people in networking events. They love to go toward people – especially if…
Goal-Orientation: Personality Trait #1 in High-Activity Salespeople (for sales cycles less than 90 days) Is your team motivated to achieve timely results or to steadily pass the day? TARGETS • OBJECTIVES • SALES When salespeople achieve their numbers, CASH FLOWS ……. and, businesses thrive. Owners hear the streaming sound of profits reach the bottom of a healthy…
TAKES THE GUESSWORK OUT OF RECRUITING … Increase your ODDS of finding a great salesperson or sales manager by 10-15 times over traditional methods of interviewing and reference checking. Use a validated personality profile to decrease hiring mistakes – mistakes that cost $8,000 – $200,000 per poor hire. For twenty years, we have used personality…
“What makes a GREAT sales trainer? Ah … the makeup … personality? character? talent? skills? knowledge? attitudes and beliefs!!!! Attitudes and beliefs make up the most important part of a great sales trainer’s makeup. They frame what a sales trainer decides to learn, how the trainer applies knowledge, and what results the trainer strives to…
Can product knowledge get in the way? YES! A friend and past mentor, Ron Willingham, once told me that all salespeople sell with some type of focus. That focus can be one of these … – Product focus – Quota focus – Ego focus – Value focus A “product focus” causes a salesperson to wax on eloquently…
Most companies do not know how to do find a “talent fit.” And, here are reasons why: 1. They do not know the top six traits in order of priority necessary for a good “fit.” 2. They do not look for the important character AND personality traits of a top performer. 3. They have not…
What a great training ground for a sales professional … Door-to-door sales will stretch your sensitivity to rapport building in many ways, and it will require you to learn to make compelling presentations, while captivating your audience in a variety of situations less than ideal. I remember those days in the home – a few…
The following may be a little controversial. However I do not intend to be divisive… just a little weird or unusual about the subject of competition. Alfie Kohn wrote a book several years ago. I believe it was called, “No Contest: the Case Against Competition.” His heavily researched work concluded that competition was unhealthy no…