Sales Dodo: Adapt & Thrive

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Issue 9 - January 7th, 2008

Happy New Year! Welcome to the first issue of the Sales Dodo Newsletter for 2008. It is with great excitement that I introduce to you the new SalesDodo.com. The site includes a description of the services my firm offers, all of my articles, and the latest Sales Dodo news (Headlines). If you've just joined this newsletter, the archived editions are on the new site too. Those of you who are veterans of this newsletter I'm sure notice that the eye-piercing green background is gone.

I've also included a section on the website titled "recommend". I'm often asked to recommend sales websites, sales books, sales recruiters, and sales assessment tools. On the site, I've created a list of those that I've experienced and recommend. My sincere thanks to Brett Schnacky for his tireless work in building this awesome website. Don't take my word for it. Check it out for yourself.

There is also some news to share about my next book. Well, it is in development and will be released on February 14, 2009 to coincide with my 40th birthday. It is titled "The Sales Marriage" and is designed to help business owners, sales managers, HR professionals and recruiters to identify the right sales talent for their company. The book walks the reader through the concept of developing a sales talent screening program specific to their company. Some of the topics that will be addressed:

      • Defining the profile of your ideal sales person
      • In search of candidates... how to source candidates
      • Formulating interview steps to measure the candidate against the profile
      • Using assessment tools as a part of the evaluation process
      • Developing a background screening scope... Are they who they say they are?
      • Designing a game plan for the first 90 days... the honeymoon phase
      • Is the program working? Success metrics for the Sales Talent Screening Program
 

The premise of the book is that most companies look for great sales people, not necessarily the right ones. Marriages bases solely on looks fail. Sales marriages solely based on pedigree are also doomed. My goal is to improve the success rate in companies when hiring sales people, reduce the amount of time for a new sales person to get up to speed, and provide a metric dashboard to identify if the program is working as specified.

One of the topics in the book is on background screening the sales candidate. I've included in this newsletter the link to request my latest white paper titled, "Are There Criminals On Your Sales Team?" Many of you know that I spent about 8 years in the employment screening industry and I saw a tremendous amount of misinformation about the scope of background screening. This white paper started as an article, then it became a two-part article, and finished as a white paper. The more I wrote, the more I needed to write. This document should help to shed some light on how to effectively perform criminal background screening for your sales candidates.

I've also included a new book by Jeffrey Gitomer in "recommended reading" for your review.

Adapt and Thrive!

-Lee


Recommended Reading: "The Little Platinum Book of Cha-Ching"

In The Little Platinum Book of Cha-Ching, best selling author Jeffrey Gitomer brings you 32.5 strategies to Ring Your Own (Cash) Register of Business and Personal Success.

Hiring the right people, creating the best principles, teaching and training, encouragement, making a deal, the courage to grow, and every other aspect of business as relates to success and money.


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