I can’t tell you how many times the incompetence with which a company operated caused me to consider setting up shop as their competitor. Once I actually came close to doing this. A company I was trying to do business with got me so angry that I seriously considered a piece of real estate right …
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for: ‘Human Resources’
Growing a Sales Team
Several readers have asked me to elaborate on my “How to Hire a Salesman” column from last December. The feedback I received from that column had one glaring overtone: the revolving sales door repulses managers. Boy, can I empathize. How many times have you hired a sales person and trained and worked with them only …
You’re On Notice
Sales are the bottom line in every business. As the manager or CEO, you have to take the time to work with your sales team. Consider my recommendation to a frustrated marketing director who sent me the message below and see if you can’t apply it to your own team. “Chuck, I’m caught between a …
What To Look For in a Salesman
Everyone tries to find the perfect salesman, but really, there is no perfect salesman. I’ve met salespeople of all four personality types—controllers, promoters, analytics, and supporters—and they could all sell, and sell well. The danger is thinking that only one type of person or personality can sell. To overcome that, there are certain things you …
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