Tag Archives: Management Challenges

Prime the Witness When Doing Reference Checking

I’m usually not a big fan of asking leading questions of a referee. But when I’m doing reference checks for sales candidates, I’m all for priming the "witness" before conducting the interrogation. Why? Because it helps avoid getting those sometimes ill-deserved, glowing reports during your reference-checking process. By telling the referee in advance the concerns […]

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Sales Management Consulting – Coaching – Mentoring

It’s Lonely at the Top It doesn’t matter if you are a sales manager or business owner; it’s lonely at the top. You are often called upon to make decisions in a vacuum without the benefit of being able to bounce your ideas off of someone else. When those decisions impact your sales efforts, they […]

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