In my previous post we examined the components of sales selection failure, taking a brief look at management and its involvement in the selection process. There have been numerous studies and research conducted to ascertain the pervasiveness of selecting salespeople into a role where they will thrive professionally, succeed numerically and stay long enough to pay back ample investment.So let's begin by calculating new sales ROI. Last week we looked at ramp-up and the components th […]

Sales is changing and changing fast -- in fact I'll stick my neck out and say it's flying through as much turbulence as Sepp Blatter at a FIFA press conference in Zurich. Forums, LinkedIn and the usual Internet at large are broadcasting the demise of the cold call -- or as I pointed out to one group recently, the demise of the human sales entity. I personally don't believe or accept this as a given truth but I do believe that there are many bricks and mortar enterprises […]