Experience is a tricky component to successful sales hiring in that it is often overvalued. Don’t get me wrong, it is important, but you never want to overvalue it. The reason is that you can teach new salespeople about your product or service a lot easier than you can teach them how to sell. A sports analogy (I know, often overused) – it is far easier to teach a football wide receiver what routes to run in your offense than it is to teach them how to run a 4.3 40 yard dash. Some will simply never run a 4.3. This is why talent is far more valuable to successful… Read More
Continue ReadingGaps In Agility
Cuts, layoffs, workforce reductions…the stories are everywhere in the media today as this economy takes it’s toll on business. Clearly it appears that more cuts are underway in March and will be reflected in the next labor statistics report. This approach is needed during a recession so no company can be blamed for taking this drastic move. But how far should companies cut? There are no easy answers to that question, but I think there is a general principle companies should follow. Reduce only enough to make your company agile in this marketplace while minimizing your gaps in performance. Here is an excerpt from last week’s Herman Trend Alert (sorry,… Read More
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