Set Aside the Standards

  By Henry Glickel

Category: Book Review

Along the way a sales book or two has crossed your path; maybe a gift, maybe a library find. There are some stellar books out there that would be classified as “Sales Standards”. Everyone has read them a time or two. This month, set aside...

Finding Goal Oriented Candidates

  By Henry Glickel

Category: Article

Are you a goal oriented person? Asking this question in your next round of interviews is a dead end yielding very little information about the candidate in front of you. You want to hire a person who is focused and driven by purpose. With such a...

True Grit

  By Henry Glickel

Category: Article

In a 2013 TED Talk, Angela Duckworth explains that a significant predictor of success is grit or “passion and perseverance for very long-term goals.” In sales, you’ve got to be gritty. You can’t just plug along until you make the sale. Strength and tenacity are needed...

The Current Recruiting Landscape

  By Henry Glickel

Category: Article

The challenges of finding sales talent are causing many companies issues because the talent gap has become a chasm. Hiring managers are struggling to attract the right people to their organizations. The number of sales roles advertised has increased over the last year by over 65% to over 700,000...

Challenging Sales

  By Henry Glickel

Category: Book Review

What is the most challenging part of sales? If you ask this question in the field you will receive as many different answers as there are sales reps. What challenges a person in their sales career is unique, individual. Unfortunately, there is no one-size-fits-all formula to...

Brush Off The Dust

  By Henry Glickel

Category: Article

Feeling a bit rusty as you jump into your next interview? No matter how long it has been, there are some simple questions you can use to prepare yourself to jump into the game. Often these questions are presented near the beginning of an...

Showing Page 1 to 25 of 146 Article Posts

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