Have you recently hired a seemingly talented sales candidate, only to find out shortly after that he/she is incapable of meeting your expectations? If so, you are not alone. Many sales directors and managers face this problem at some point, and it can deal a huge blow to the business because of the cost of a bad hiring decision. Too often, the interview is the best sale you will ever see out of your candidate.  They are on their best behavior, probing for your pain and promising you the world.  But beware; this does not tell you whether they will

Dear Frustrated Business Owner and Sales Manager, I have owned and managed large and small businesses with sales teams ranging from one critical salesperson to a salesforce of several thousand. Whatever the case, I was always mystified about how FEW people really sell well… well enough to drive growth… well enough to create great wealth! And, on the other hand, I was also sickened by the astonishing, destructive financial effect of carrying unproductive sales talent… These people SAY they can sell but literally break our hearts, and often our pocket books, as we tolerate their excuses for months… sometimes years. We’ve all