As someone who heads sales — my job frequently puts me on an airplane whether to visit clients or attend SIA-hosted events with hundreds of people in attendance — I had to learn to adapt to my new world. And, like so many similar to me, we had to do a reset and learn how […]
When I was asked to write for the diversity issue of Staffing Industry Review, I pondered what diversity means, especially as it relates to staffing. One definition I found from a Google search:
“Diversity hiring is hiring based on merit with special care taken to ensure procedures are free from biases related to a candidate’s age, […]
What makes for a successful salesperson? Google it and you get 112 million results. Of course, there is no one answer. Some believe great salespeople come by it naturally. Over the years, I’ve found myself surrounded by salespeople of all types: overachievers, achievers and those who are OK with mediocrity. Some utilize the tools provided and have followed the process(es) very specifically — crossing the T’s […]
An important revelation: I’m not particularly fond of salespeople.
Perhaps this sounds odd considering I’ve spent years in a selling role and leading sales teams, but being sold to isn’t appealing to me. I much prefer receiving specific, compelling information that will help drive me toward an informed decision.
Sales organizations where salespeople are expected to sell […]
