{"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":"https:\/\/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=\"https:\/\/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_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_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","enabled":false},"version":2}},"categories":[6,16,4],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-fy","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/964"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/19"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=964"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/964\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=964"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=964"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/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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