According to hiring expert Dave Kurlan, only 15% of sales candidates that are tested by his company pass the pre-hire screening test, and are recommended for hire. These numbers are in line with Herb Greenberg’s numbers that state that only 20% of the people now selling has the emotional and psychological talents to be top […]
Continue readingNorth American Companies spend about two billion dollars each year on sales training hoping for an improvement in their bottom line. Most of the time they don’t get it. In 1998, according to the American Society for Training and Development, only nineteen (19%) of people who took a training course received any kind of sustained […]
Continue readingWanting the approval of other people is a natural human condition. We all like emotional strokes and positive affirmations from others. It is only when this want becomes a “need” does it begin to interfere with sales success. If you have a Need For Approval it will affect you by getting in your way at […]
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