Why Does Your Sales Team SUCK?

If the title of my article speaks to you directly – you’re in good company.  Like most business owners, you’re probably not happy with the performance of your sales team. Does the following sentiment ring a bell? “Twenty percent of my sales team accounts for eighty percent of my sales!  Why don’t the other salespeople perform?” Is this…

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How To Clone Your Best Employees

In my last article we explored how to hire the right person every time.  This article explores the core technique from that article – developing and using a competency model – in greater depth. Again, a competency model is simply a collection of personality traits – behaviors, motivators, and thinking attributes – that together comprise a model for an…

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How To Hire The Right Person Every Time

The Problem What’s the goal of your hiring process?  Hopefully it’s to select new employees who: Perform at a high level Possess excellent communication and listening skills Lead Solve problems Make excellent decisions But based on the data that’s out there, this isn’t what’s happening. 46% of newly hired employees will fail within 18 months,…

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