Posts Tagged ‘Work ethic’

Is Your Sales Team Ready To Do It All Over Again?

Monday, November 23rd, 2009

I know . . . we just talked about our “Sprint To The Finish – 2009″ and here we are asking you about 2010.  But as we have said – Extraordinary Times Require Extraordinary Actions.

It has been a rough year on your sales team – even for those who have successfully navigated through this tough selling environment.  As you close out 2009, you need to have an eye toward what happens next and how that affects members of your sales team.

What has been the emotional toll of 2009 on your sales team?

No sooner do we “Sprint To The Finish” then before your sales team can take a deep breath, they find they have to start all over again with Year-To-Date Sales at 0!  The question now is – does each member of your sales team have enough fire and desire to make sure 2010 starts on a more positive note? How do you get them re-energized for the New Year?

Many of our clients are scheduling Sales Kick-off Meetings and incorporating our Sales Attitude Assessment into those meetings so that we can help re-energize each member of the sales team.

If you haven’t planned your 2010 Sales Kick-off Meeting, call me.  We can help you launch 2010 with a positive and meaningful meeting.

Tags: , , , ,
Posted in Sales thoughts from a sales professional | No Comments »

What Does a Hiring Mistake Really Cost?

Monday, September 28th, 2009

No one can impact your company faster than a good or a bad sales person.  The cost of hiring a bad sales person has been well documented.  For that reason, most of our clients will not make a hiring decision when it comes to sales or management positions without first having the applicant complete our comprehensive High IMPACT Sales or Sales Management Assessment.  They know the importance of the answers to these four critical questions:

  • 1. Can this person sell/manage? (Skills)
  • 2. How does this person sell/manage? (Behavior)
  • 3. Will this person sell/manage? (Attitudes)
  • 4. Why would this person sell/manage? (Personal Motives & Values)

But what about the cost of making a bad hiring decision in a non-critical position.  Can’t be too bad, can it?  No need to spend any money on assessing a non-essential position, right?

I just got off the phone with the Vice President of a company whose business has come to a grinding stop due to a frivolous lawsuit from a non-productive, disgruntled employee. 

Ouch!! 

“If only we had known BEFORE we hired that person what quickly became apparent AFTER we made the hiring mistake, we would not be in this position today!  Attorney costs are just the tip of the ice burg!  We have no time to run our business because of all the meetings and hearings and the time to protect our reputation with our employees and our customers.”

In today’s challenging business climate, productivity is critical – everyone is trying to run leaner – trying to do more work with less people.  Knowing “what’s on the inside” is more critical than ever!  You need to know about a person’s work ethic, attitudes, personal motives and values, honesty, and clarity of thought BEFORE you make any hiring decision.

Our General Employment Report is an extremely cost-effective process for understanding “what’s on the inside”.  Let me know if you would like a free, no obligation trial of this powerful pre-employment assessment tool.

Tags: , ,
Posted in Recruiting and Hiring | No Comments »

Successful Selling in the New 21st Century

Tuesday, September 15th, 2009

This week marks the one-year anniversary of the New 21st Century!  September 2008 marked the beginning of one of the biggest economic down-turns in the history of this country.  Over the past year, the business world has changed like never before and it may never the same.

 

While we already know all that, the real question is “have your business practices changed to meet the challenges of the New 21st Century?”  Or are you doing what you have always done, the way you have always done it, hoping that things will get better?

 

“Lean initiatives” now apply to ALL of us, not just to manufacturing.  One of the real challenges today is to find ways to deliver more value to customers who are demanding more, but don’t want to pay more!  And we have to be able to do that with fewer resources of our own.  To succeed in today’s business environment, your staff needs to be more productive, more professional, and more motivated than ever before.  You can not afford a bad hire and you cannot afford employees who do not consistently perform at optimum levels.

 

Translation:  your sales, customer service, support, engineering, implementation teams, etc. need to be made up of top talent with strong work ethic and high performance capabilities.  The price for having average performers on your teams will be lost customers and lost revenues to more effective competitors.

 

This time, hire right and coach right! 

At Resource Technologies, we provide our clients with the tools that can help you hire, train and retain highly effective people for positions in:

  • Sales
  • Sales Management
  • Customer Service
  • Management
  • Executive Management
  • General Employment

Our array of assessments give you the power to make better balanced, more informed hiring decisions.  And our assessments help you optimize the performance of existing employees.  When it comes to the performance of your company and of your associates, you can not afford to “wing it”!  Put proven programs and systems in place to make sure that you and your organization can succeed in the New 21st Century.

Tags: , , , , ,
Posted in Recruiting and Hiring | No Comments »