Monthly Archives: February 2017

Don’t Hire Stupid Salespeople

Don’t Hire Stupid Salespeople

Do Smarter Salespeople Perform Better? Of course they do. In every market and every industry. High IQ salespeople perform better than their average (and below) IQ peers. Brain size matters. This sounds obvious to some people. And horribly offensive to others. Several decades ago it was quite common to administer IQ tests to prospective sales ... Read More
 

Beware the Leadership Bubble

The “leadership bubble” may be preventing you from getting all of the information you need to effective lead your organization. Whether you realize it or not, as a leader with significant power over the lives and livelihoods of others, virtually everyone you communicate with is going to be careful about their interactions with you. Even ... Read More
 

The Most Critical Productivity Skills

Productivity is a lot like pornography. To paraphrase U.S. Supreme Court Justice Potter Stewart, you may not know exactly how to define it, but you know it when you see it. In almost every business there are a few highly productive “go to” employees, and almost everyone knows exactly who they are. If you ask ... Read More