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
 

How to Spot Your Future Customer Service Superstar

When it comes to staffing your customer service/contact center, do you advertise only when you need more bodies — or are your recruiting efforts ongoing? And if they’re ongoing, do you advertise in only one medium — such as newspapers — or do you put the word out in multiple outlets? Jackie Kenyon-Chabot, director of ... Read More
 

What Do Employees REALLY Think of Corporate Training?

Are your employees telling you what they really think of your corporate training initiatives? Probably not. Because you’re not asking the right questions, and they aren’t comfortable telling you the “hard truth.” How do you determine the success of a corporate training initiative? Most organizations survey participants shortly after a course is completed. And training ... Read More
 

The ‘C’ Compliant Profile

By Dan Rust for Frontline Learning At the extreme, this type of individual tends to perceive the environment as an “unsafe” place over which he or she has little or no control.This drives a tendency towards caution and compliance, and dependency upon structure, order, data, and “following the rules” to provide some degree of certainty ... Read More
 

The ‘S’ Supportive Profile

By Dan Rust for Frontline Learning At the extreme, this type of individual tends to perceive the environment as a safe and supportive place over which he or she has little or no control.This drives a tendency towards being a good listener, reliable and dependable, a loyal team player. But not someone who will take ... Read More
 

The ‘I’ Interactive Profile

By Dan Rust for Frontline Learning At the extreme, this type of individual tends to perceive the environment as a safe and supportive place over which he or she has a high degree of control.This drives a tendency towards enthusiastic expression of thoughts and ideas and well as encouragement of others. But there is also ... Read More
 

Understanding Behavioral Styles

By Dan Rust for Frontline Learning Four-factor “DISC” behavioral models are ubiquitous in the world of corporate training and development today. A simple Google search produces over a hundred different DISC-style behavioral profiles, assessments and surveys, all based upon the same fundamental research. The best way to make sense of all these options is to ... Read More