{"id":964,"date":"2007-05-30T15:02:22","date_gmt":"2007-05-30T20:02:22","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/what-are-you-afraid-of\/"},"modified":"2007-05-30T15:02:33","modified_gmt":"2007-05-30T20:02:33","slug":"what-are-you-afraid-of","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/what-are-you-afraid-of\/","title":{"rendered":"What Are You Afraid Of?"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" align=\"left\" width=\"60\" src=\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriterwhatareyouafraidof-d33apencil-tip2.jpg?resize=60%2C95\" height=\"95\" style=\"margin: 5px 10px 10px 0px\" \/> The Hammer&#8217;s recent post, <a target=\"_blank\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/05\/the-trick-to-talent-upgrades\/\">The Trick to Talent Upgrades<\/a>, brings up a touchy subject for some sales managers. What if the talent upgrade includes people with more experience or with seemingly superior skills to those of the sales manager? If I upgrade the talent I manage, where does that leave me?<\/p>\n<p>Unfortunately, these types of scenarios make our role rather difficult. We have encountered more than a few instances where these situations have derailed strong candidates. This derailment has happened despite the sales manager&#8217;s stated goal of upgrading the skills and experience of the sales force.<\/p>\n<p align=\"left\">In these types of situations, I find it helpful to make myself go through the old &#8220;<strong>T<\/strong>&#8221; exercise.<\/p>\n<ul>\n<li>Draw a large T on piece of paper.<\/li>\n<li>Across the top, write the nature of the dilemma.<\/li>\n<li>On the left hand side of the vertical line, write the negative impacts.<\/li>\n<li>On the right hand side, write the positive outcomes and the possible actions to overcome the negative items.<\/li>\n<\/ul>\n<p>I know it sounds silly, but it does bring clarity to your situation AND helps you quantify the pros and cons.<\/p>\n<p>In addition to this process, I strongly suggest you consider a <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Assessing_Management.html\">Sales Manager assessment<\/a> to complement <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Assessing_Sales.html\">sales person assessments<\/a>. Using assessments to understand communication styles (your&#8217;s and your team&#8217;s) alone can justify the exercise. You&#8217;ll also gain a wealth of knowledge about yourself, your existing sales staff and potential new hires.<\/p>\n<p>If knowledge is power, then you&#8217;ll empower yourself with a new understanding and a plan to actually pursue and hire upgraded talent. If not, keep doing what you have been doing &#8211; but expect the same results.<\/p>\n<p>Feedback and suggestions on this topic are welcome!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The Hammer&#8217;s recent post, The Trick to Talent Upgrades, brings up a touchy subject for some sales managers. What if the talent upgrade includes people with more experience or with seemingly superior skills to those of the sales manager? If I upgrade the talent I manage, where does that leave me? Unfortunately, these types of scenarios make our role rather difficult. We have encountered more than a few instances where these situations have derailed strong candidates. This derailment has happened despite the sales manager&#8217;s stated goal of upgrading the skills and experience of the sales force. In these types of situations, I find it helpful to make myself go through&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/05\/what-are-you-afraid-of\/\">Read More<\/a><\/p>\n","protected":false},"author":19,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[6,16,4],"tags":[],"class_list":["post-964","post","type-post","status-publish","format-standard","hentry","category-assessing","category-hiring-salespeople","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-fy","jetpack-related-posts":[{"id":1514,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/04\/now-is-the-time\/","url_meta":{"origin":964,"position":0},"title":"Now Is The Time","author":"Derrick Moe","date":"April 14, 2008","format":false,"excerpt":"We have been sourcing for a handful of sales positions around the country this past weekend and we are starting to see some potential movement of strong candidates.\u00a0 What I mean is that there is some contraction about to start among large sales forces.\u00a0 Some strong salespeople will be pushed\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":19691,"url":"http:\/\/selectmetrix.com\/blogs\/2018\/07\/finding-sales-talent-in-tight-markets\/","url_meta":{"origin":964,"position":1},"title":"Finding Sales Talent In Tight Markets","author":"Derrick Moe","date":"July 20, 2018","format":false,"excerpt":"The labor market is tight today as you assuredly know if you have been attempting to fill open sales positions.\u00a0 The issue in sales runs deeper than that as you are typically attempting to find strong sales candidates.\u00a0 \"Attempting\" is the key - many hiring managers are unsure of selecting\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/07\/Compass-on-rocks.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/07\/Compass-on-rocks.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/07\/Compass-on-rocks.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":19159,"url":"http:\/\/selectmetrix.com\/blogs\/2018\/10\/creeping-mediocrity-in-your-hiring-process\/","url_meta":{"origin":964,"position":2},"title":"Creeping Mediocrity In Your Hiring Process","author":"Derrick Moe","date":"October 12, 2018","format":false,"excerpt":"Past behaviors are the best indicator of future success. This point is crucial when hiring salespeople for your team.\u00a0 The difficulty lies in deducing if the candidate has the right set of skills to be successful in your specific sale. Here's the ugly truth - \"bad\" salespeople can still have\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1764,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/10\/recession-retention\/","url_meta":{"origin":964,"position":3},"title":"Recession Retention","author":"Derrick Moe","date":"October 27, 2008","format":false,"excerpt":"The economy is foremost on almost every business leader's mind right now, and rightly so.\u00a0 Many leaders look to entrench their company in a full defensive posture.\u00a0 This approach has to be incorporated, to some extent, during these economies.\u00a0 However, this is an excellent time to be aggressive in the\u2026","rel":"","context":"In &quot;Economy&quot;","block_context":{"text":"Economy","link":"http:\/\/selectmetrix.com\/blogs\/category\/economy\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":846,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/sales-skills-always-trump-style\/","url_meta":{"origin":964,"position":4},"title":"Sales Skills Always Trump Style","author":"Derrick Moe","date":"April 23, 2007","format":false,"excerpt":"There is a myth regarding strong salespeople that they have to be outgoing. I contributed a short piece to an article earlier this year in regards to this exact error. And then I read this quick blurb for Selling Power's Identifying the Skills You Want in a Candidate: Sure salespeople\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":5859,"url":"http:\/\/selectmetrix.com\/blogs\/2017\/06\/4-pillars-of-successful-sales-selection\/","url_meta":{"origin":964,"position":5},"title":"4 Pillars Of Successful Sales Selection","author":"Derrick Moe","date":"June 13, 2017","format":false,"excerpt":"Successful sales hiring, in any company, is one of the most difficult tasks in which to achieve repeatable success.\u00a0 From unexpected outbursts to terminal tardiness to woeful incompetence, every company has a sales hiring horror story regarding employees who interviewed strong but performed poorly. Perhaps a subtle, but more dangerous\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/06\/Pillars.jpg?fit=304%2C204&resize=350%2C200","width":350,"height":200},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/964","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/19"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=964"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/964\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=964"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=964"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=964"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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