Sales & Sales Management Expertise

Tags: sales assessment, hiring better salespeople

This is a blatant blog post boasting about our hiring deliverable -  I normally don’t do this in this forum in such an obvious fashion, but I cannot help it today.  Allow me to explain…why this…why now.

I have a book on my shelf, Who, written by Geoff Smart and Randy Street.  Those two are famous in the world of hiring better talent.  Their first book, Top Grading, made the best seller list and is now in its third edition printing.  As I started to read Who, much of what I was reading was familiar and I assumed it was because I had read other materials written by the authors. Turns out that it was familiar because I had started reading that book years ago!


Here is the premise of the book in a nutshell:  The “what” in your business is the easy part of business.  The “who” is what costs you time, money, freedom and maybe, eventually, your business if you don’t get the right “who”.  The “who” is what separates your business from every other business in your space. It’s the difference maker in your peace of mind and making the “what” actually happen.  In short:

Nothing else matters nearly as much as the “Who”.

In January of this year, 2016, we launched  Actually, 3 years ago, I managed to capture the domain name and just kind of sat on it.  Over that time period, it seemed that every one of our clients who hired us for sales and sales management development complained about their difficulty in finding talent that would actually perform as expected when they were selected.

Sound familiar?

Based on these discussions with various associations and the on-going noise about the same issue I heard at every conference and workshop I went to, I decided to put our offering together and market it to our clients and prospects. combines 1) our experience/expertise/knowledge about what it takes to be successful in sales and sales management, 2) Objective Management Groups #1 in the world pre-hire assessment tool and 3) Dave Kurlan’s Sales Talent Acquisition Routine. (STAR).  To learn even more about it, CLICK HERE to view our slidedoc on Hire Better Salespeople.

According to the research documented in the book, a bad hire of $100,000 can cost a firm 15x that amount in salary, training and development, lost opportunities and poor performance by others that this hire was supposed to be managing/leading.  How big is that number for you?

Stop the bleeding. Get the right people on board. Stop spending so much time on the “what” until you get the right “who” in place.  Nothing else you do in 2017 will have as much impact on finding, hiring, and coaching the right people to grow your revenue and company!