There’s a total piece of nonsense floating around that somehow, we no longer want money-motivated salespeople. Nothing is more ridiculous than this statement, but we have heard it batted around like it is gospel. Here’s the truth: Yes, it’s true that millennials are very cause-oriented and they need to feel as if they are a

There’s nothing like finding a natural-born salesperson. Then getting them to join your team and go out there and start selling. That’s what our client, Harry, of Ohio National said about a recent applicant we helped him pick. The applicant had no sales background, nor was he a Financial Advisor at a competitor. In fact his background

Have you seen this ridiculous idea floating around? A lot of people think that because there’s 3% unemployment in many places you can’t hire great salespeople. Nothing could be farther from the truth! Our client Rob needed to hire four superstars to start his sales department. And he needed to get that done in less

There’s talk in the sales industry that the “old” type of salesperson — money-motivated and highly persuasive, is no longer needed. Instead according to some self-appointed new thinkers, the new era calls for a kinder and gentler type of  salesperson. Having enough grey in my hair to have lived through a few “paradigm shifts,” most

Long before there were electric lights, the ancient Greeks identified that different people have different personality styles. This personality style typing has become much more sophisticated since Greece’s golden age. Computers make profiling a lot easier for us. Today, in less than 20 minutes, you can get a very accurate reading on what your sales