Partners in EXCELLENCE - Making a Difference
This is Dave Brock’s Blog.
It offers my views on a variety of business, sales, marketing, and leadership topic. My goal is to make a difference for you, the reader, in both your professional and personal lives.
Developing any high performance sales team starts with talent. If you have the wrong people, no tools, processes, programs, training in the world will make up for it. Yet, too often, managers treat this issue too cavalierly. I constantly see: Sloppy approaches to recruiting, relying more on “chemistry,” and out of date job descriptions, rather than having a rich competency model for the “ideal candidate.” Rushing to fill vacant positions, rather than taking the time to find the right person. Failing to put strong onboarding programs in place–and focusing those programs exclusively on product training. Creating a high churn organization, […]
Read MoreJust 10 days ago, I was shattered hearing the news of Robert Racine’s passing. Robert was one of the most interesting and dedicated sales enablement professionals I have met. We first “met” a few years ago. He followed the blog and had made some thoughtful comments. Often, when I get particularly insightful comments, I start an offline conversation through email or phone. Robert and I started periodic email and phone conversations about critiquing the posts. His perspective was always fascinating, in each conversation I learned something. We didn’t agree in everything, but I think each of us learned and expanded […]
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