Category Archives: sales assessments

September 22nd, 2015

Win the War for Sales Talent

In the war for sales talent, finding and retaining good people is a continual challenge!

One way to stay at the forefront of sales talent management is through a strength-based approach: focusing on what people do well and tapping their natural talents, versus trying to improve their weaknesses.

The concept works in two ways. It supports the identification of strengths that you want to bring into your team, helping to make sure that you recruit the right people into the right roles. Secondly, research shows that when employees are given feedback related to their strengths and when their work plays to their strengths, they are more likely to remain with that organization.

I am currently completing a master’s degree in Positive Psychology, and in my work, I’ve found quite a lot of research and information on the subject of creating strength-based organizations and teams. As the experts say, people who use their strengths …

Perform better at work (Corporate Leadership Council, 2002) Are more likely to achieve their goals (Linley, Nielsen, Wood, Gillet & Biswas-Diener, 2010) Experience less stress (Wood, Linley, Maltby, Hurling, 2010) Have higher levels of energy and vitality (Govindji & Linley, 2007) Are more engaged at work (Harter, Schmidt & Hayes, 2002) Have higher levels of self-esteem (Minhas, 2010) Are more confident (Govindji & Linley, 2007) Stay longer with companies (Stefanyszyn, 2007)

In 2004, a survey by author and researcher Tom Rath found that when managers » Continue Reading.

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July 17th, 2015

5 Key Elements for Rolling out a Global Sales Training Initiative

global-sales-training

5 Key Elements for Rolling out a Global Sales Training Initiative

I am an American who has lived outside the US for 27 years. I’ve worked in 42 countries, lived in the Far East for eight years, in Europe for the last 19 years, and am now based in the UK. At Richardson, Europe Limited, I am a consultant, facilitator, trainer, and coach. I work with European firms, FTSE 100 global companies, and many, many foreign subsidiaries of US companies around world.

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January 23rd, 2013

Common Myths About Sales And Sales Force Effectiveness

8 Common Myths About Sales And Sales Force Effectiveness 

This blog appears  courtesy of our partner HR Chally and was written by Scott Hudson 

Quantitative and scientifically rigorous research can often debunk long-held “traditional wisdom.” Modern “business-to-business” research measuring customer purchase choices, as well as  individual salesperson and sales force effectiveness, has provided many of the biggest surprises.

These top eight sales “Myth Breakers” account for many competitive sales failures.

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