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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Business is tough and getting tougher. Only one time in my 30 year business career have I experienced the difficulty in selling that I am now experiencing. Just like in the early 80s – although not as bad – buyers are fearful, cautious and skeptical about parting with their money. If you have been in […]
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Does the price you paid for that expensive wine at dinner influence your satisfaction with that wine? The answer to this question may reside in the folds of your medial orbitofrontal cortex, the part of the brain that registers pleasure. In what should be music to the ears of marketers, the old adage that you […]
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