If you’re having trouble hiring the kind of salespeople you want, those who excel and show hustle, you might need to change your strategy.
Category: Hiring Tips for Managers
Carter Cast has uncovered the key reasons that good people — talented, motivated, got-game people — run into trouble when they move from contributing to managerial roles. This is fascinating research, especially in the context of a sales organization where so many great reps fail to make the leap to successful managers.
Michael Houlihan is the co-founder of Barefoot Wine, now, the world’s largest wine brand. He, along with Bonnie Harvey, are consultants, international keynote speakers and New York Times Bestselling authors. In episode 50, we discuss: the definition of The Money Map and why every manager should show this to their employees; how to get employees to understand where their salaries come from; how to identify and hire a “hustle” mentality; and the unique concept of a Two-Division Company (Sales and Sales Support).
Narcissist CEOs are often admired. That doesn't mean your company culture will benefit if you hire a leader with narcissist tendencies.
Business leaders worldwide struggle with issues like low productivity and employee turnover. It turns out one of the best ways to improve these metrics is to improve your culture.
Deb Westphal is CEO of Toffler Associates, a dynamic and future-focused strategic consulting and advisory firm that helps organizations build resilience and sustain growth in a complex global landscape. She’s a Futurist and Executive Advisor. In episode 38, we discuss: How a culture that puts people first can counter the future wave of artificial intelligence, the five shifts managers need to know that control how people work together, and how to hire managers who are early tech adopters and can work well with machines.
When you hire the right sales reps, they'll exceed quota and keep long-term clients happy. When you blow it, your new sales reps can make everyone miserable and productivity tanks.
Are millennials really that different from their younger counterparts: the members of the up and coming Generation Z? Yes, says Jessica Ogilvy, assistant professor of marketing at Marquette University.
Cy Wakeman is a drama researcher, global thought-leader, and New York Times best-selling author who is recognized for cultivating a counter-intuitive, reality-based approach to leadership. In episode 32, we discuss: Cy's definition of drama, and the effects on the workplace, acceptable ways to react to drama that has been created and how to hire low drama employees.
Jessica Ogilvie, Ph.D. is an Assistant Professor of Marketing at Marquette University and a researcher on topics including strategic issues related to front line management, sales, and service. Most recently she was awarded the 2018 Excellence in Research Award by the American Marketing Association's Sales Special Interest Group. In episode 29, we discuss tips for recruiting on college campuses, the differences between what Gen Z and Millennials are looking for from a job, and how to keep young talent from job hopping.
Younger consumers will do business with your company if you show authentic support for a social cause. These same activist consumers could also be your star employees. Attracting and keeping these employees requires specific action on your part.