Transitioning Our Most Valuable MPS Resource: Legacy Salespeople
As the industry and dealers transition to a new MPS selling model, one important group is too frequently being left behind… the “legacy” sales rep.
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Building High Performance Teams in a Transitioning Industry
Building a team has never been difficult for those managers who know how and are willing to put forth enough consistent developmental effort to do so. There are countless examples of successful team building managers and leaders who have forged effective philosophies and strategies for us to follow.
Sales Training – A New Model
An adaptation from a conversation between Alice in Wonderland and the Cheshire Cat: “If you don’t know where you’re going, any road will take you there.” If we hope to adopt a new model for our new future it is imperative to recognize some “tipping points” in our industry and the tendency for history to repeat itself.
Trouble With Personality Tests
Personality tests are a popular component of many organizations’ hiring processes. As these tests contend to measure traits and characteristics that remain stable over time, it is intuitive to believe information regarding candidates’ individual differences in these areas would be helpful when making selection decisions.
Sales Transformation Roadmap
The goal of Sales Talent Management for any organization is to identify the right talent early, screen out the mismatches before they are hired, retain the high potential talent you want to keep, and identify and develop talent for future opportunities within the organization.
Profiling Successful Sales People
Current economic conditions have resulted in some notable changes to our workforce. Many companies have found themselves in unfortunate positions, having been forced to lay off hundreds (if not thousands) of workers to cope with a paucity of resources and try to maintain a competitive edge, or even stay afloat.
Multicultural Validation
Chally currently serves nearly 2,500 customers worldwide in a wide variety of employee selection and development efforts.
Common Hiring Mistakes
Science isn’t always helpful to the typical businessman. But in the area of researching and evaluating the effectiveness of different methods of hiring employees, the researchers have a lot to offer. Their ability to track and measure the accuracy, cost effectiveness and competitive value of various techniques has produced a compelling review of the 9 most common mistakes in hiring or promoting employees.
Talent Audit Sales 3.0 Program
A single, objective and predictive tool that provides an ongoing sales competency inventory for alignment, development, selection and restructuring.
Talent Audit Leadership
A single, objective tool that provides an ongoing profile and competency library for alignment, development, selection and restructuring.
Applying Total Quality Management to Sales
Applying Total Quality Management to Sales leverages productivity advantages of TQM, Lean, and Six Sigma and brings that methodology to your most important asset, your sales force.
Analysis of the Potential of Total Quality Sales Management
A realistic business case simulation based on extensive research, vast databases, and research reported in professional journals.
Total Quality Sales Management (TQSM) – Measurable Increases in Productivity and Reductions in Turnover
For sales management professionals
How to Select a Sales Force That Sells
Sales force management publication.
How Exceptional Leaders Develop
By evaluating employees and ensuring that they are placed in the right role, success can be predicted.