All Posts by sclark

Change or Die

The Harsh Reality In 2007 business got off to a great start when Dan Smith (not his real name) opened a video store in my town. He and his wife remodeled a storefront and opened it with 500 video titles. Revenue rose each month and he plowed the money back into the store, gradually expanding […]

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Let the Job Talk

Benchmark the Job, Not the People Whether you are hiring new sales reps or trying to gauge the potential performance of existing ones the key lies in benchmarking the position. But are you using the right benchmark? Some managers might benchmark top performers in the position, hoping to hire a “clone” or coach everyone to […]

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