Hire for the Right Set of Attributes

alt text image of a checklist

Recently a good friend sent me a list of outcomes he wants his new salespeople to achieve. He’s using this list as a sort of hiring guide. But to generate these outcomes, you need to look for the underlying attributes. Self Starter: The underlying attribute is self-discipline. … [Read more...]

What Your Sales Manager Should Never Have to Manage

What Your Sales Manager Should Never Have to Manage

Your sales manager should never have to manage your activity. Your self-discipline, your goals, and your personal ambition should provide the motivation for your activity. If your sales manager has to look at your activity then you are doing something wrong. You sales manager … [Read more...]