Tag Archives for " Performance Management "

Job Descriptions Are a Joke

By Kelly Riggs | Sales + Leadership

OK, so you’re wondering what in the world job descriptions could possibly have to do with engagement, right? Let’s start with the fact that job descriptions are more of a legal tool than anything. And, truth be told, with the exception of a cameo role in the hiring process, the standard job description is rarely used anywhere else! Which means they are simply a way to filter resumes by comparing needed skills sets with what is presented by the candidate.

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Great Salespeople Are Born. AND Trained.

By Kelly Riggs | Sales + Leadership

I think the idea of a “born salesperson” is exactly what keeps companies (or specific managers) from training their salespeople and improving performance. After all, if salespeople are “born” to be salespeople, and will be successful simply because they were born to that role, why would you need to train them? And that’s what people say: Salespeople are “born, not trained.” Which is the absolute worst excuse imaginable for failure: “S/he is just not a born salesperson.”

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Regarding Performance and Happy Employees

By Kelly Riggs | Sales + Leadership

Most companies talk a good game when it comes to employees. They usually say the right things. Like: “Our employees are our most important asset.” Well, of course they are. Until they aren’t. Which usually happens when a company has to choose between happy employees and better performance. They are REALLY important…up to a point.

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Your Salespeople Are Hiding Their Mistakes

By Kelly Riggs | Sales + Leadership

The odds are really good that many of your salespeople are ineffective in presenting a product or service solution to your customers. But you probably have no idea just how bad. They keep telling you it’s the customer, or the marketplace, or your prices are too high, or the leads suck or some such nonsense, and the reality is they simply aren’t very good.

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