When evaluating your company’s ability to grow and to really scale itself, there is one question you must first ask…
A common concern in many companies is the number of salespeople that fail to meet established quotas. I believe a main factor for this occurrence is that leaders do not devote enough thought to understanding “who” they need in a salesperson. Sales is a very broad profession with many different types of salespeople earning between $30K to more than $1 million per year in compensation. The salespeople you need for your situation require a special mix of skillsets, personality types, experiences, knowledge, and likeability to succeed. Leaders often fail to realize the complexity of this issue.
As an executive and business coach I had two separate clients, one in Miami and one in Fort Lauderdale, facing the same issue last week. Both were dealing with inconsistent performance by an employee in a key position. Was it a management issue, recruiting issue, or process issue? My conclusion was that it’s an issue I find common in many companies in South Florida: companies do not spend enough time on job design, causing them to not hire the right person. This article identifies the questions that must be answered before recruiting and hiring commences.
As a business coach in Miami, I find that many companies fail to achieve their growth goals because they are unable to staff key positions with the right people. Typically, business owners will blame this on talent pool issues, administrative issues, or place the entire burden on the human resource person. However, the real issue is related to strategy. Failure to choose and properly execute the right strategy costs companies a lot of money. The cost of hiring new employees is not readily apparent when looking at your financial statements.
I have been reading about Jet Blue’s flight attendant’s meltdown, and whether or not Steven Slater started the affair or the passenger did, it still highlights something that we can all probably agree on. People in general have lost their manners, and society needs to get back to basics. Whether we are on the road, in an airplane, in the workplace, shopping, or at home, people are not treating each other properly and in many cases are just downright rude and disrespectful.