[:en]Attitude Trumps Experience[:ja]経験より態度を重視すること[:]
[:en]I advised the vice-president to hire the less experienced candidate and you should hire the less experienced candidate too. Let me tell you why. Between two candidates for a sales manager role at a major international company, I advised a vice-president of sales to hire the less experienced candidate over a more experienced candidate because the former was growth-oriented whereas the latter was confident that he knew his business and alluded he had little left to learn. The vice-president hired the less experienced candidate. What do I mean by growth-oriented?
[:en]Invest Your Time with Your Best People[:ja]有能社員と無能社員。誰の為に時間を使うべきか。[:]
[:en]Let’s say that your company started a mentoring program as a part of corporate responsibility. Professionals like you from different different departments with varying expertise volunteer time to mentor a young person, say a high school student, a college student or maybe a young person who is out of school and working. There are more young people participating than volunteers to accommodate them. How do you select the young people to mentor? I asked this question to a group of Japanese managers at a Japanese company. Most wanted to be selective. Some said they might interview candidates to see who was the most motivated to learn, who had superior communication […]
[:en]The Pitfalls of Sales Management[:]
[:en] Steve shares the pitfalls of sales management. They include: Promoting the wrong people in to management Giving quota to the sales managers Using sales manager to support the weak instead of the strong sales persons [:]
[:en]What a Sales Manager Is and Is Not[:]
[:en] Steve explains that a sales manager is: A leader A coach A councilor A strategist An executor They are not: A salesperson that carries a quota A babysitter A data collector and reporter only [:]
[:en]The Role of Sales Manager[:]
[:en] Steve explains that four things are important to keep in mind: Keeping the sales team focused Making the best sales people even better Empowering others to be great sales people [:]
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English