I’ve been swamped of late with sales candidate assessments for different customers and have encountered an important trait – common sense. This is a broad topic, but we use it in a fairly defined manner – using common sense. We actually measure this aptitude in one of our assessments which often leads to rather pointed discussions…especially when a candidate has a low score in this area. But what of it? Our definition utilizes speaks to common sense being more of a natural reflex as opposed to a logical thinking process. I’m not talking about intuition but rather the practical thinking in regards to seeing the world. Does that make sense? … Read MoreContinue Reading
Salespeople – Born Or Made?
The nature vs. nurture debate is one for which I am most intrigued. My Bachelor’s degree is in psychology and this topic was a popular debate topic in my courses. Yesterday I came across this article from CNNMoney.com – Are entrepreneurs born or made? As I look at the stats, I tend to interpret the result as saying entrepreneurs are made: Shane and his fellow researchers compared the entrepreneurial activity of 870 pairs of identical twins — who share 100% of their genes — and 857 pairs of same-sex fraternal twins — who share 50% — to see how much of entrepreneurial behavior is genetic and how much is environmental.… Read MoreContinue Reading
Leadership Requires Resilience
BusinessWeek.com has an intriguing article titled Why Failures Can Be Such Success Stories. I have an appreciation for these discussions because I can relate to many of these topics. My career has had many ups and downs and certainly does not look like a textbook example of how to build a career. In business—as in sports, politics, and the arts—many of the greatest and most influential leaders share a history of failure. Automaker Henry Ford and animator Walt Disney both stumbled badly with early business ventures. Early in his career with General Electric (GE), Jack Welch caused an explosion that blew the roof off a building. Not long after taking… Read MoreContinue Reading