Category Archives: Uncategorized

Company Culture Revealed in the Executive Interview

A colleague of mine was recently interviewed for an executive role with NewCo, a global corporation. The structural specifics of the company are not relevant to the story.  After several rounds of interviews, the company gave him the big stall … Continue reading

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The New Quotas are UnFair

At one time or another, and hopefully not too often, the sales quotas will need to be reset. Typically this happens every year to meet changing company goals, yet it does not happen in all companies, or in all offering … Continue reading

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Why New Sales Hire Definition Determines Success

There’s a common belief amongst those who hire sales professionals that past success predicts future success. Its not wrong. At the same time, its not all that right either. A corollary might be from Don Shula, coach of the ’72 … Continue reading

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