“It’s not for me to teach my kids to learn lessons from my mistakes. It is my job as a parent to let my kids learn from their mistakes.” As an avid outdoorsman, I spend most of my TV time watching outdoor hunting and fishing shows. A few evenings back I was watching Mathews…
If you missed our Sales Hiring Tip #1, please check it out here Now you’ve identified the Ideal Salesperson how do you attract them? To answer this, I need to tell a story. I’ll change the names to protect the innocent and the guilty. Kyle owned a mortgage company and was looking to expand his…
Identifying your Ideal Candidate It’s really important to first identify what you need in a salesperson. Here are a few of many? Who are they selling to? Where does the sales take place? What skills are necessary to execute in that environment? What is the sales cycle? How will you…
At the risk of losing some audience, I’ll use an American Football analogy. I mean It is almost draft day. If you’re not into sports examples, please skip to the list. Let’s suppose we have two potential draftees that physically are very close. Both are about 225, 6′ 2″. They each run the 40 yd…
I had a dream where I was in a parking lot, and my truck got jacked. It was scary, vivid and disturbing to say the least. Next, I was across town driving something I’ve never seen before, and I was being chased. Then I was pushing a beat-up car, and the chrome molding was cutting…
Maybe you saw the Allstate commercials over the holidays with “Mayhem”. You know the ones where the guy rolls off the top of the SUV tied up like a Christmas Tree and creates an accident. Or he’s in the back of the pick-up and throws the grill out of the back onto the busy…
The proof is in the pudding We’ve all had chocolate cake before. But some chocolate cake is better than others. This can be said for most dishes. Pick your favorite; gumbo, coconut pie, seven-layer bean dip, or even Turkey soup. But what is it that makes the special dish so tasty. Some say the love…
If you follow college football or any high-level sports, this will hit home. If you don’t, you will probably still see the analogy! The day after the regular college football schedule there are six really strong and a few great head coaches that are looking for a job. One was fired within 15 months of…
What do we do about it? If you are using the same hiring process for sales that you use for all he other positions you must be frustrated. Below is the typical broken sales hiring process. Place an add Review piles of resumes Interview for the top candidate Hope and Pray Most ads…
In the following article, Bridgewater explains why he is concerned about the economy. It’s a fascinating perspective, and it’s only a three-minute read. To better help understand and get value from the following article you may want to take that 3 minutes and read to understand the basis of the new 60/40 rule. One of…