Tag Archive: Sales

Genetically Test for Great Sales People!

For years, VPs of Sales and CEOs have been looking for the magic bullet to help select the best sales people, the top 20 percent that bring in 80% of their sales. There are minor industries built on evaluating and testing sales candidates. Including recruiters, testing, and the risk of making the wrong decision, hiring a great sales person can be an expensive proposition.

So with advances in genetic testing, why can’t we test for the genes that make great sales people? Now you can.

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Forecasting – Why VP of Sales is the Most Fired Position in Corporate America

The reason that the VP of Sales is the most fired position in corporate America is not because, as you might think, the sales forecast is the single most visible number. It’s because too many organizations and too many VPs succumb to the temptation of having multiple forecasts. The challenging one they think you can make, and the inflated one that no one believes you can make but the one they tell you because they don’t trust you to make the one that is challenging. When forecasting is a negotiation game, everyone loses.

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Would You Hire Stephen Hawking?

He is a world-renowned theoretical physicist who has developed theories of black holes and space-time. On the other hand, unless you are in the black hole business, he hasn’t really produced much of a practical nature. We can’t use his inventions in our cell phones, and we can’t teleport ourselves to Barbados. So what good is he?

Moore’s concept of Crossing the Chasm is overlaid with Maister’s concepts of service organizations to provide a solution to the common problem of applying the wrong company structure or resources to the business situation facing your company. You can then decide if Hawking is a good hire for you.

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