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New Sales Skills Required for Top Performance …but Only 5% Have Them
Conventional wisdom says that it is easier to sell to an existing customer than to a new prospect. This was confirmed by the 2013 Sales Performance Optimization (CEO Insights) study data. Only 23.8% of the firms reported challenges in renewing business or generating...
Why You Shouldn’t Believe Employees Who Say They Can Multi-task
Do you find yourself constantly distracted? Your attention constantly divided, jumping from one task to another? Does every day feel like you've been really busy but not really productive? The hustle and bustle of everyday life have become a regular occurrence for...
SPS Launches “Summer School” for PeopleClues Users
If you are a user of the PeopleClues Assessment System, you don’t want to miss the just announced PeopleClues e-School beginning June 4. The “school” will be sponsored by Success Performance Solutions and Chrysalis Corporation. View the full schedule here. According...
7 Deadly Sins of Leadership: Tests to Avoid Hiring Bully Leaders
Passion, confidence, ambition, creativity, focus - these are all highly desirable attributes of any successful leader. But like almost every quality that people possess, when overextended our strengths can become weaknesses. And with just a glance through Wall Street...
Why the Golden Rule is Bad for Good Customer Service!
Many of you have lived your lives according to the Golden Rule - "Do unto others as you would have them do unto you." Translation: Treat others as YOU like to be treated." But as Dr. Phil often asks his guests, "how's that working for you?" Probably not as good or as...
A Personality Test for Retirement Success?
Can your personality affect how you prepare for retirement? Personality traits are often linked to job performance and used in identifying candidates who are the best fit for a job. But a recent research papers seems to have correlated specific personality traits to...
Case Study: How Leadership Assessment Tests Can Predict the Rise and Fall of a High-Potential Superstar
Bob Smith (name changed) had been the darling of senior management and board of directors (BOD). Bob is the CFO of an up and coming professional services firm. The firm has done exceptionally well and he had in part been credited for its success to date....
Is It Possible to Accurately Test Candidates for Accuracy?
Do a quick search through job classified ads and it is very likely that accuracy (often veiled as "detail orientation") will show up as a required skill or trait in at least half of the jobs. The subsequent question then becomes: how can hiring managers accurately...
What Differences Make a Difference When Sizing Up Sales Talent?
Every business is different. Even companies selling the same products or services differ in strategy, culture and even geography. Who can argue that selling to customers in New York City is different than selling the very same product in Manhattan, Kansas. The "right"...
Are Your Managers Ready and Capable of Innovation?
Innovation is not something you do at will. Innovation is often associated with the light bulb that is switched on suddenly to energize a business and jump start growth. To the contrary, innovation describes a company culture, a philosophy. Innovation is not something...
