I am recalling a conversation I was having as VP of Sales with our CFO who also wore the Human Resource hat with a young, venture capital backed, market development oriented, start up organization. We were discussing the need to hire the best sales talent, or “A” talent, that we possibly could. This conversation begged […]
As our clients are kicking off the new year with intentions of expanding their sales force, we are having conversations with the sales leaders to really assess their total needs. The Profiles Incorporated assessment technology to support recruiting efforts is the PXT Select. When we discuss this cutting-edge recruiting tool and how it measures an […]
As we close out the month of October, many organizations are making final sales force decisions to set their company up for revenue growth in 2023. With the unemployment rate at a 40-year low of 3.5%, as sales leaders explore their recruiting options they are finding it very difficult to find talented, experienced sales people. […]
Over the past month we have had a number of conversations with sales managers. As we come out of the pandemic, they are expanding their sales force to meet increased demand, which in turn, requires increasing the number of sales managers. Focusing on the sales manager component, many companies would prefer to promote from within. […]
I have been a sales leader for over 30 years with the goal of hiring the best, most talented sales people. It has become apparent to me that a key must-have skill that determines high performance is self-awareness. A quote from a 2014 Harvard Business Review article by Muriel Wilkens really captures the essence of […]
Sales is the lifeblood of any business. The magnitude of an organization’s success has a direct correlation to the execution of quality sales. Therefore, you want sales to be scalable and predictable. Often you hear sales referred to as an “art form”, but art is not scalable or predictable. Here are 2 key mistakes we […]
In a recent Harvard Business Review article titled “7 Reasons Salespeople Don’t Close the Deal”, a survey conducted produced some interesting findings. The top reasons given for not buying was a lack of trust and they did not respect the salesperson. Also, in this survey the following data was discovered: 12% of salespeople are excellent […]
I was having a conversation with one of our client VP of Sales recently. He was in the process of hiring two new region managers and ten new territory managers. He had four candidates that were a very good fit with their region manager Profiles Performance Model and a number of talented industry experienced territory […]
Well, it is “Game Day” on many fronts. The Final 4 basketball event truly served up a fantastic dose of March Madness, the baseball season is off and running, the Minnesota Wild are in the Stanley Cup playoffs and The Masters golf tournament are all indicative of the traditional passage to the “Right of Spring.” […]
Do you remember Milli Vanilli? I know, blast from the past. They were a pop-artist group from the late 80’s and early 90’s with popular songs like “Blame it on the Rain” and “Girl, You Know it’s True”. They were not only made famous by those songs, but by a much more powerful fact: they […]
Mickey Mouse and Disney’s successful ventures are known worldwide. Matt Groening, creator of the Simpsons, said “I went to Bali, and I was in a small village, and somebody who was with me showed a woman a little figurine of Bart and asked: ‘Do you know who this is?’ And she said: ‘Mickey Mouse.’” That’s […]
The answer to this question is simple: what customers want is a product or service. It’s inherent in the very nature of the definition of “customer”—“one that purchases a commodity or service.” So it’s a perfect set-up, right? You have a product, so you must have customers. No? You say you don’t have customers? Well, […]
We hope you’re enjoying this blog series on How to Execute with ANY Audience where we show a real world example of a Profiles Sales Assessment Concurrent Performance Model Overview and offer our consulting advice to team members on how each other might view certain situations. We looked at the Sociability, Attitude, Independence, Manageability and […]
Last month, we discussed how to utilize the data from our Profile Leadership tools to OPTIMIZE your interactions with employees, people you’re interviewing, your sales team, etc. We gave examples of ways to interpret the results of the Sociability Behavior section of the Profiles Sales Assessment Concurrent Performance Model Overview in order to create a […]
In this series of blog posts, we are showing real life examples of how to utilize the data from our Assessments to gain a better perspective on how you and your team might view certain situations and areas of conflict. We looked at the Sociability & Attitude Behavior sections of the Profiles Sales Assessment Concurrent […]
No, we are not here today to discuss how to “eliminate” those hard to reach audiences. Quite the contrary! We want to give you a taste of how to utilize the data from our Profile Leadership tools to OPTIMIZE your interactions with those audiences such as employees, people you’re interviewing or your sales team. This is […]