The Independence Day week must of got the best of me since I forgot to mention an article we released. The Foundation of Expectations is the first article in a 3 part series regarding proactive sales management. The hiring tension that is building within our economy means that retaining strong salespeople, always a corporate priority, will become the focal point for most companies. This article series will lay out the building blocks for creating a strong sales department that keeps the sales team engaged. The strongest houses are built on the strongest foundations. No matter how well-constructed and reinforced the walls and roof are, none of it will stand under stress… Read More
Continue ReadingGen Y’s Definition Of Loyalty
Interesting post on The Big Time blog regarding Spherion’s Emerging Workforce Study (emphasis mine): Emerging workers (ed.-of which Gen Y makes up the largest percentage), as defined by Spherion’s research, are employees who possess certain qualities and traits that differ from past worker attitudes. For example, Emerging workers believe loyalty is defined by one’s contribution to their employer and not tenure, and they want employers to reward them based on their performance. Amen to that. We see many sales departments, especially in large corporations, where tenure is the defining factor for retention. The old guard is almost untouchable and they actively defend their status. This culture is not conducive to… Read More
Continue ReadingSales Traits Series – Enjoyment Of The Job
This week we look at a trait that provides much insight into existing salespeople. There are other factors to consider in assessing a salesperson’s present state, but this trait provides a tangible red flag. Existing salespeople who score low in this trait are a definite flight risk for the employer. Enjoyment Of The Job The feeling that one€™s job is both fulfilling and rewarding and that it has a positive and useful benefit. A salesperson with high scores in this capacity will tend to view their job as more than simply a means to earn an income. They view it as a valuable endeavor that proves beneficial to others as… Read More
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