Talent and Personality Assessments: What’s The Difference and What to Look For
The Center for Sales Strategy
MARCH 13, 2018
Recruiting and hiring top talent is a tall order! But it is critical for success in a sales organization.
talent-and-personality-assessments-whats-the-difference-and-what-to-look-for 
Using Multi-Factor Analysis to Maximize Sales Performance Improvement
Mike Kunkle
NOVEMBER 21, 2023
In plain English, this is a way to look at a whole situation in context – the root cause of the problem and possible solutions – and to come at the problem from different directions at the same time. In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement.
Acquisition 
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Why are questions so important? (Questioning skills)
Red Star Kim
FEBRUARY 21, 2024
In this post I explore different types of questions and how they can be used in various business scenarios. So the natural reaction for the other person is to resist. I’ve explored the reasons why curiosity is to important and valuable to us: What is curiosity and why is it important in business relationships?
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Know Your Customer to Driving Growth and Revenue in Key Accounts
Upland
NOVEMBER 27, 2023
Four essential insights to better know your customer Picture seeing what looks like a great opportunity. Four essential insights to better know your customer Picture seeing what looks like a great opportunity. You want to inspire the prospect to act by showing them what your solution will be able to do for them.
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International Marketing Benchmark 2024 from Meridian West – AI dominates the agenda
Red Star Kim
FEBRUARY 1, 2024
The panel discussion that followed commented on: huge pockets of difference in sentiment, lots of unknowns across the board, the need for martech to be used beyond the MBD team, the need for everyone to skill up and the need for a cross-functional approach to AI during the ideation and experimentation phases.
Marketing 130
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Referrer Management – Capacity and Capability
Red Star Kim
OCTOBER 16, 2023
Look at the significance of referrals in the past and consider its contribution to future success. And show the links between what the firm, teams and individuals need to achieve. Assessing the myriad of strategies and ideas is another task. Assessing the myriad of strategies and ideas is another task. Set SMART goals.
Management 130
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Do You Have the Right Talent in the Right Seats?
Brooks Group
MAY 18, 2022
It’s been said, however, that people will always do exactly what people want to do. . The answer is: personal assessments. Personality vs. behavior. When considering a “personality test” in hiring, it’s important to note the difference between personality and behavior. Time to read: 4 Minutes.
Pitch points from a pitching and tendering training workshop
Red Star Kim
APRIL 11, 2023
Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving. Producing a great looking document or presentation really quickly is not a great strategy if the win rate isn’t improving. Trust – Trust is a hard to win commodity that can be quickly lost.
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Learning & Development Update: Lean Learning and learning trends
Red Star Kim
OCTOBER 10, 2023
Studies show that by using spaced repetition, we can remember about 80% of what we learn after 60 days — a significant improvement. Lean learning is about learning the core of what you need to learn, applying it to real-world situations immediately, receiving immediate feedback and refining your understanding, and then repeating the cycle.
What is Job Fit and Why Does It Matter?
Chally
FEBRUARY 7, 2023
When determining if a candidate is a good fit for a job, assessing their overall job fit matters. What exactly is job fit, and how is it measured? Simply put, job fit is the overall assessment of the candidate and if they are a good match or good fit for a job position. Let’s dive deeper into what both good and poor job fit is.
How to Choose and Use Talent Assessments at Your Organization
Chally
OCTOBER 10, 2022
Talent assessments are an excellent tool for recruitment, hiring, or or identifying coaching and development opportunities. But, with thousands of options available, it might not be clear which assessment is suitable for your organization. Find out if Chally’s Talent Assessment Tools are right for you.
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Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI (February 2023)
Red Star Kim
FEBRUARY 28, 2023
There were comments about the importance of the Employee Value Proposition (EVP) which is similar to the firm’s overall brand but with a focus on what value there is for potential employees. Effectively, it extends recruitment reach (and retention) in terms of potential talent.
The 6 Motivators That Inspire Reps to Action
Brooks Group
NOVEMBER 15, 2022
“There is only one way to get anybody to do anything, and that is by making the other person want to do it”. Everyone needs a good pep talk from time to time: to be reminded of why they get up in the morning and do what they do. In this regard, the six motivators function similarly to a person’s behavior style. Dale Carnegie.
5 Reasons To Use Assessments When Coaching
Brooks Group
NOVEMBER 30, 2022
“We do not learn, and that what we call learning is only a process of recollection.”. In either case, the root of conflict between managers and salespeople occurs when salespeople don’t do what their manager thinks they should be doing. That is where assessments come in. Let’s look at three hypothetical job openings.
Investors 52
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10 Traits All Great Leaders Possess
Hubspot Sales
DECEMBER 21, 2021
What were they like? What made them so great? What Is My Leadership Philosophy? All this to say, if you're looking to develop a leadership philosophy, you have a variety of viewpoints to choose from. What works for your colleague across town may not work for you. Leadership is no different. Communication.
Leadership 125
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How to Motivate Your Sales Team: A Behavioral Approach
Hubspot Sales
SEPTEMBER 8, 2020
But what happens when your team runs into trouble — an enemy like a recession? Collecting behavioral people data — and using it to tailor the way you motivate, coach, and communicate with individuals — is a popular talent optimization practice. Use an assessment to measure individual motivating needs.
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5 Key Learnings From Building Success Factor Systems
Aptology
OCTOBER 19, 2021
Early in his career, Richard was struck by how accurate and predictive behavioral assessments were proven to be. Inspired by this, he developed the concept of “success factors”, and since then Richard has had a front row seat to the dramatic innovations in and around the idea of talent assessment and development. .
Book review: Connected leadership – How professional relationships underpin executive success by Andy Lopata
Red Star Kim
MARCH 22, 2023
But I’m always on the look out for more that are relevant for professional services and practical. This book addresses networking (both in person and through social media), personal brand, internal collaboration, selling and referral management. And quick to read at just 150 pages.
Leadership 130
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How To Quickly Benchmark Your Sales Skills With This Sales Assessment Test
MTD Sales Training
APRIL 10, 2020
Taking a Sales Assessment can give you real valuable insight into what you need to improve upon. What Type Of Sales Assessments Are There? Competency based assessments are all centred around measuring and benchmarking your “skills”. Psychological assessments are normally based around your “will”.
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Sales Coaching: The Ultimate Guide for Sales Managers
Brooks Group
OCTOBER 18, 2023
Best Practice #1: Deliver Structured Evaluation and Feedback Best Practice #2: Develop Skills With One-on-One Meetings Best Practice #3: Build a Culture With Team Meetings Best Practice #4: Observe Sales Professionals in Action Best Practice #5: Create Career Roadmaps What is Sales Coaching? Anticipate nerves.
How to Recognize Talented Leaders – Successful Role Change
MDI Training
JULY 28, 2021
What mindset do prospective leaders need? What is leadership? There are different understandings of what is meant by leadership. Without discussing these different approaches, the question. “What is leadership?” Have staff already dealt with what will change with the new leadership role?
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Help Scout’s Step-By-Step Remote Hiring Process
Help Scout
SEPTEMBER 28, 2021
That means: Optimizing interviews for people in different time zones. That means: Optimizing interviews for people in different time zones. Determine what you’re looking for Before you go off to the races looking for your next hire, it’s critical to make sure the hiring team is aligned on exactly what it is you’re looking for.
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Why Your Sales Team Needs More Gender Diversity [ and How to Attract + Retain Candidates]
Hubspot Sales
APRIL 27, 2020
According to Gartner , though women account for 50% of the entry-level sales talent pool, only 30% of senior sales leadership, 23% of sales rep, and 15% of frontline sales manager roles are held by women. If you are looking to hire more women, begin reaching out to candidates directly. Times are changing.
Leadership 121
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KAM Leader Series: Shaping Innovative Solutions
Cosawi
FEBRUARY 22, 2023
KAM Leader Series: Shaping Innovative Solutions By Dominique Côté Co-authored by Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Dominique Côté, CEO and Founder, Cosawi and Principal, The Summit Group SAMA is proud to offer this 3rd article in the 4-part series on the importance of SAM / KAM leadership.
Innovation 52
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15+ Interview Questions for Consultants [+ Sample Responses]
Hubspot Sales
APRIL 4, 2023
You also need to answer behavioral questions that assess your experience, skills, and fit for the job. For instance, what was your main objective? For instance, what was your main objective? What obstacles did you face? When people think of consulting interviews, they immediately think of case study questions.
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Cracking the Consulting Code: Top 10 Business Transformation Frameworks
Flevy
MARCH 21, 2024
Consulting firms with extensive resources pioneer their own consulting frameworks through a combination of research, years of accumulated project experience, as well as subject matter expertise gathered from working across different sectors and functional areas. FlevyPro is currently used by 100s of consultants and business executives.
Expert Insights on Using DISC Assessments to Build a Stronger Sales Team
Brooks Group
AUGUST 23, 2023
Assessments have gained immense popularity as a tool for understanding individual behavioral patterns, communication styles, and decision-making processes. One personality test in particular has become the go-to for sales leaders: The Brooks Talent Index DISC assessment. That might be a primary style.
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Fly’s Friday Five: Talent Management and Retention
Brooks Group
AUGUST 18, 2022
I’m going to revisit some topics from the past, I’ve had a number of conversations recently that have continued to highlight what challenges people seem to be feeling in the marketplace. . The second is around talent. The other topic that keeps coming up is talent. One is around prospecting.
Management 52
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How to Resize and Retool Your Sales Force
Mike Kunkle
JUNE 12, 2022
While I personally believe this is a time when well-managed, profitable firms should double-down on investing in their employees to gain competitive advantage in difficult times (I wrote about this recently on LinkedIn, as well ), I know that may not be possible for everyone. This is a post I never wanted to write. Strategy First.
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Why is Employee Engagement Important: Impacts and Benefits
Chally
DECEMBER 8, 2022
What Is Employee Engagement? What Impacts Employee Engagement? For business owners, CEOs, and HR managers, a solid ability to answer why employee engagement is important is essential in addressing multiple workforce problems and ultimately increasing revenue and return on investment for labor costs. Strong ability to stay focused.
Innovation 52
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Outbound Sales Explained: Strategies & Tips
Arpedio
DECEMBER 20, 2023
In this section, we will discuss what outbound sales is, and the benefits and challenges of outbound sales. What is Outbound Sales? It is different from inbound sales, where customers take the initiative to start a conversation. Technology can play a crucial role in optimizing outbound sales processes.
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Setting Yourself Up for Success in a New Sales Role
Revenue Storm
APRIL 12, 2022
In my many years of engaging global sales teams, I am now seeing the most fluid market of sales talent I have ever seen. Ask what success would look like in six months and by year one as well. You do not need to assess whether this is a reasonable expectation or not yet, the other steps will help you make this determination.
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Exploring the Influence of AI on Leadership Roles – an experiment by a CEO
MDI Training
NOVEMBER 14, 2023
He asked himself and ChatGPT the same questions to determine the differences. Here is an assessment of how each of these roles could benefit from AI: Creating trust AI can help bring transparency and objectivity to decision-making processes. Read this blog post to see the results. Read this blog post to see the results.
Leadership 52
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Elevating women and embracing equity: How 3 organizations make a difference
Zendesk
MARCH 29, 2023
This year’s theme is “Embrace Equity,” which highlights the importance of acknowledging that everyone has different needs and circumstances, and we must take action to ensure true inclusion and belonging. While she was working for the United Nations in West Africa, five refugees turned up at her office looking for help.
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What Sales Leaders Need to Do to Hire and Evaluate Talent More Effectively
Miller Heiman Group
FEBRUARY 21, 2019
Furthermore, only 16 percent of sales leaders say they are confident they have the talent needed to succeed into the future, according to CSO Insights’ 2018 Sales Talent Study. To improve effectiveness at hiring and evaluating sellers, it’s essential to understand what a rigorous, systematic assessment should look like.
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Why Start a (True) Key Account Management Initiative?
KAM With Passion
FEBRUARY 22, 2021
This articles is intended for business owners, board members and senior executives with the aim to motivate them to take a closer look at the KAM topic before deciding if they should start a true KAM initiative and on which perimeter. Key Account Management, what is it really? Key Account Management, what is it really?
Start using inclusive language with your team and customers
Zendesk
MARCH 1, 2021
As a result, more companies are looking for ways to strengthen their DE&I with inclusive language. Inclusive language impacts almost every aspect of a business: attracting and retaining customers, hiring and keeping talented people, increasing productivity, and driving innovation. What is inclusive language? Words matter.
5 Key Takeaways and Next Steps from Local Government 2030: Action for the Future
Envisio
FEBRUARY 1, 2024
Seated in rows, lecture-style, in a sunny room on the ASU campus, around seventy-five people from across different levels of government and industry sectors learned about three initiatives. Last week, I had the pleasure of joining the final convening of Local Government 2030 for two days in downtown Phoenix. Why were we there?
Government 52
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Fly’s Friday Five: What Makes a Salesperson Successful Today?
Brooks Group
SEPTEMBER 15, 2022
What does it take to be a successful salesperson and to have a successful sales organization during these times? We often get asked, “Well, what does that mean? And granted, different selling environments do have different needs and requirements, but we don’t believe that industry experience is absolutely critical. .
Mergers and Acquisition Series Part 3: Pay Levels and Total Target Compensation
SalesGlobe
MARCH 30, 2023
In the first part of our series on Mergers and Acquisitions, we talked about the importance of role definition and how roles that appear the same on the surface, when you really get down to it, are very different from one company to another. The best method that we have found to address this is using clear and transparent communications.
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Moving the Needle for DEI in Sales from Inc.’s 2020 Best Places to Work List-Makers Hubspot and Litmus
Aptology
DECEMBER 8, 2020
They talked about their unusual entries into their careers in sales, the state of the profession, tactics for hiring-in diverse talent, and how to coach with intention to build world-class sales teams. Ideas on What It’s Like (vs Reality!), What changed their minds? What does being a sponsor entail?
Leadership 52
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How to Find and Onboard New Millennial Sellers
Miller Heiman Group
SEPTEMBER 3, 2019
Manufacturer sales leaders must acknowledge now that their aging workforce requires them to invest in succession planning now and put strategies in place to keep important institutional knowledge from leaving their organizations, while also recognizing that millennials require different approaches to hiring and training than previous generations.
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What To Consider When Creating Goals For Your Sales Team
Brooks Group
DECEMBER 27, 2022
What Are Sales Goals? While you can take the person out of the role, it is sometimes harder to take the role out of the person. While you can take the person out of the role, it is sometimes harder to take the role out of the person. A sales goal tells the manager what they are driving toward.
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A guide to building a customer-centric organizational culture
Zendesk
APRIL 12, 2021
Do you know what the No. But company culture differs from industry to industry, and in the world of customer support, you need to build your culture around your customers. What is a customer-centric culture? It’s not just what you say, but what you do—and how you do it. 1 consideration for today’s job seekers is?
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