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June 2020

Lemons

The Resilient Entrepreneur: When Life Hands You Lemons, Open a Lemonade Stand

The Resilient Entrepreneur: When Life Hands You Lemons, Open a Lemonade Stand

In tough economic times, when life hands you lemons, the pessimist makes a sour face. The optimist makes lemonade. The entrepreneur goes a step farther and opens a lemonade stand. And the entrepreneur who is also a sales leadership consultant uses that stand to help others make more sales. Simplistic? Perhaps, but I think it draws an important distinction between personality types – and highlights the opportunity that awaits those who are entrepreneurs at heart, even in tough economic times. Here’s what I mean:

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Sales Job Candidates

Hiring a Salesperson? Start with a Better Sales Job Description

Hiring a Salesperson? Start with a Better Sales Job Description

Great sales results start with great salespeople; so, when your organization needs to recruit and hire a top-quality salesperson, it pays to start with a hiring process that includes a strategically targeted salesperson job description.

Dangers of Making a Bad Hiring Decision

How important is the hiring process? Leadership and Success guru Peter Drucker once noted that “One third [of hiring decisions] are outright failures.” And yet, too many organizations take shortcuts and hope for the best while ignoring the risks of a bad hire:

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Computer showing graph for assessment

ValueWalk – 5 Ways to Assess Sales Performance Amid a Global Pandemic

The COVID-19 pandemic has touched every single part of the economy, including — or especially — sales. Businesses have seen existing customers delay reordering and new customers wait to make their first purchases, and some companies are holding onto cash rather than investing in their business. But their singular focus on the here and now has likely blinded them to how different their businesses and sales processes will look in the future.

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Millennial Coffee Meeting

Appreciating and Retaining Millennial Employees

Appreciating and Retaining Millennial Employees

Millennials (those people born between 1980 and 1996) are as important as they are different. They are important to American businesses because this group is the largest and fastest growing generation within the workforce. Moreover, as Baby Boomers (those born between 1946 and 1964) retire and exit the workforce, an employee shortage will be created in the United States that will continue to grow for at least the next 15 years.

So what can a company do to retain this important group of workers in their organization? 

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Sales Xceleration Framework