“Mediocrity knows nothing higher than itself, but talent instantly recognizes genius.”
Sir Arthur Conan Doyle
Over 80% of all management are NEVER trained in hiring or assessing talent. They are promoted to manager and assumed they simply know how. That is one mother of an assumption.
Larry Bossidy, former Chairman and CEO of Honeywell once said “I am convinced that nothing we do is more important than hiring and developing people. At the end of the day you bet on people not strategies.” I agree with him 100%.
Ask yourself:
- What happens if you hire someone simply ‘good enough’ and they turn out to be a bust?
- What if you keep a salesperson on staff, with borderline to below performance, because he’s a nice guy?
- How much money will be lost in time, resources, training and coaching?
- How much present and future revenue will they cost the company?
- What is the total opportunity cost of a bad hire?
Can you live with those unknowns? If you are wondering why the sales department is continually hovering below quota, you probably already know the reason. When you defend your limitations, people or otherwise, you get to keep them.
Hiring & Assessment Testimonial
Click here to see how our Business Simulation Center will help you save time and reduce costs while finding A-Player New Hires!
CFO asks the CEO, “What happens if we invest in developing our people and then they leave us?” CEO says, “What happens if we don’t and they stay?”
People are your most important asset. Do you have a plan to develop them? Lots of things have changed in business. One thing that hasn’t is the best prepared person usually wins.
There are 3 areas that are critical to Continual Development
- Actively reject status-quo mediocrity and decide to become GREAT
- Consistently conduct training that will make your team GREAT
- Follow-up and accountability on every skill you teach so they stay GREAT
The process of changing patterns starts not on your feet but between your ears. We need to get tired of mediocrity and indifference and be positively surprising to our customers and colleagues. Dumbing down or lowering expectations only HURTS and never helps a sales rep grow.
Business skills sets are perishable and will fade if not constantly practiced and reinforced. Establish an environment of LIFE LONG LEARNING, your employees will thank you for it and so will your customers.
Continual Development Testimonial
Click here to find out how our Business Simulation Center will help improve the your team’s skills and increase sales revenue!
Today, almost any product can become commoditized. Anyone can get a price, a stat/fact sheet and make a decision to buy.
Business is all about relationships and technology is a driving force in relationships. Instantaneous communication is today’s norm. It has us asking “What is the strength of my electronic relationship?”
Succeeding in lead generation today means utilizing the latest tech to become world class educators not “me too” advertisers. What’s the next big idea in their industry? What makes their job easier? What makes them a hero to their boss? That’s what they care about and will want to read. You think they want some glossy 3 page brochure or email newsletter… really?
Become a resource to your customers. Someone who provides relevant, digestible information that they come to depend on. Now when you call instead of hearing “Ugh, Hi John” they’ll pick up the phone and want to talk to you.
Matrix Impact will help you:
- Find relevant information sources for your customer
- Determine the best timing for distribution
- Construct the system to deliver the content consistently
- Teach your team the best practice methods for follow up
- Develop the accountability and tracking for success
