Sales Wolf Blog

A Productive Rant About Leadership and Organizational Development

Sales Wolf Blog

I have a healthy respect for the ideas of Simon Sinek (and other leadership gurus like him). A clearly well-spoken and self-described optimist, Sinek without question is passionate.

Leadership Communication Training: Expectations v. Reality | Rainmaker

Sales Wolf Blog

Smart CEOs, managers, and leaders are relentless in improving their team’s communication skills because they understand the value of strong team communication including higher productivity, higher profitability, and reduced stress.

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Action Defeats Victim Thinking

Sales Wolf Blog

No better high and (sometimes) no worse low. The sales profession is a mental "grind" filled with rejection, setback and disappointment. Winning is the ultimate mindset recovery - followed by rest, weekends and encouragement. I am passionate about this profession. Sales Wolf Mindset

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The Opportunity to Slow Down and Straighten Everything Out

Sales Wolf Blog

How do you buy your milk? Still walking through the grocery store to get your milk? Thanks to the COVID-19 crisis, we no longer buy our milk in a grocery store. Entering a grocery store represents an unnecessary risk. After COVID-19, I will not return to the old way of buying groceries.

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Employee Safety During COVID-19: Compliance Toolkit

Stay compliant with Paycor’s COVID-19 Action Plan FAQs and templates toolkit.

Are you credible, candid, confident, a believer and a hustler?

Sales Wolf Blog

Definition of a Sales Wolf. A Sales Wolf has the capacity - the experience, background, education and MINDSET to consistently perform in the top 20th percentile of all salespeople in your industry. Sales Wolves bring in 80 percent of the results. Think Pareto Principle. Sales Wolf Mindset

Black Swan Events & Bold Action

Sales Wolf Blog

Welcome to your Black Swan Event. According to Investopedia : A black swan is an unpredictable event that is beyond what is normally expected of a situation and has potentially severe consequences.

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What Sales Wolves Deliver

Sales Wolf Blog

The quality of your sales talent is one of few elements to profoundly impact the long-term success of your business. Yet, few organizations have the recruiting structure in place to attract, identify, and ultimately hire Sales Wolves -- high achievers. Sales Selection

When salespeople fail to live up to the culture code

Sales Wolf Blog

How would you define your company culture? Your sales culture? Often, a company’s culture consists of a carefully-contrived paragraph of corporate speak that does not actually say much. Think of most company’s vision or mission statements. Companies frequently believe they can similarly “set” their culture and, well, that’s that. The resulting, carefully-curated “culture” most certainly does not accurately represent the day-to-day relationships and tone of the organization.

Types of Sales Wolves: The Hunter Sales Wolf and the Farmer Sales Wolf

Sales Wolf Blog

The level of quality within your sales talent is one of the only factors that can dramatically alter the success of your organization. Use a hiring scorecard and strategic recruiting to find, attract, and retain Sales Wolves. Surround them with Sales Wolf Managers. Then everything is easy from there, right? Not so fast. Sales Performance Sales Strategy

The Fifth Essential Competency Every Sales Wolf Must Master

Sales Wolf Blog

Time and Priority Management. Time and Priority Management is the fifth essential competency every Sales Wolf must master. After grad school and a stint as a commodity trader, I worked in economic development for the State of North Dakota (1998-2000). It was a beautiful sales grind. Imagine selling the impossible. Immediately after being hired, I set out to accomplish two things. I minimized attending nonsense meetings. I put into place a strategy to essentially multiple my sales efforts.

Mandatory COVID Vaccination Policy Template

The federal government is developing a rule requiring employers with more than 100 employees ensure their workers are vaccinated or produce a negative COVID test weekly before entering the workplace. So, what can your organization do to prepare? Get Paycor’s COVID Vaccination Policy Template to help communicate important details to your employees.

Building a Sales Team From Scratch

Sales Wolf Blog

You only have one chance to do this the right way. Building your sales team will define the short- and long-term success of your business. You only get one shot. When your company is founded or when a new business unit is first set up, assembling a team of Sales Wolves is critical. But here is the sobering truth: Few organizations do it well. Sales Management Sales Culture Sales Strategy

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Sales Wolves Do Not Always Interview Well

Sales Wolf Blog

When a person is purchasing a sports car, they do not go to the dealership and randomly test drive every single car on the lot until one feels right. They do not test drive a minivan, nor a SUV. They go directly to the sports cars. Because they came to purchase a sports car! To test drive other vehicles would be a WASTE OF TIME. Yet in the sales hiring process, we have all kinds of inefficiencies for God only knows what reason.

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Is the ideal sales team comprised of all Sales Wolves?

Sales Wolf Blog

I spend a great deal of time writing about Sales Wolves. What defines a Sales Wolf. How many organizations lack them or once they have them, fail to nurture and retain their Wolves. Sales Selection

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Run Away From Sales People With These Traits

Sales Wolf Blog

Few decisions impact a business model more than the quality of sales talent hired to represent a company. It happens all the time. Sales hiring managers predicting strong sales performance from a candidate who later performed poorly. This train wreck is easy to avoid. The candidate positively lit-up multiple biases that the sales hiring manager was unaware were being lit up.

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How to Turn Around a Sales Team

Sales Wolf Blog

Is your mindset one that is reactive or proactive ? For most CEOs and sales leaders, turning around a sales team is a reactive, futile effort that occurs ONLY when the sales team is floundering or dragging the company under. In most reactive sales team turnaround instances, the effort is futile because the mindset that got them to floundering / dragging the company under is what ultimately keeps the doomed company on track to destruction. Sales Management Sales Culture Sales Strategy

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7 Ways to Manage a Talent Shortage

In this whitepaper, Paycor examines the top 7 things you can do to out-maneuver your competition and win the war for talent in the coming months.

Why Your Job Interviews Bring in Crappy Sales People

Sales Wolf Blog

Most sales job interviews are meaningless. Sales Strategy Sales Selection

Why Your Top Salespeople Aren’t

Sales Wolf Blog

Sales Strategy Sales Selection

The Rainmaker 'Fab Five' Blog Picks of the Week - 2010 Rewind Edition

Sales Wolf Blog

Happy Monday and welcome to 2011! The end of the year serves as a great time for reflection and looking back at all that was accomplished over the past 12 months. The HR, talent management, and leadership development blogging community

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The Rainmaker Fab Five Blog Picks of the Week

Sales Wolf Blog

I like to start off each week by featuring five posts from the HR, talent management, and leadership development blogosphere that I found to be particularly good reading. Here are my picks for the week of March 7th - 13th, 2011. Enjoy! Seth Godin, Fast Company: Are You Afraid of Good Ideas?- If you had not heard, Seth Godin is publishing what promises to be another powerful book: Poke the Box.

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The Top 7 Compliance Risks and How to Avoid Them

In this whitepaper, Paycor examines the top seven compliance risks of 2021 and offers best practices on how to mitigate your risk. Download Paycor's guide today.

The Rainmaker 'Fab Five' Blog Picks of the Week

Sales Wolf Blog

Happy Monday! I like to start off each week by featuring five posts from the HR, talent management, and leadership development blogosphere that I found to be particularly good reading. Here are my picks for the week of May 9th - 15th, 2011. Enjoy! Michele Welch, Young Entrepreneur: 5 Ways to Battle Mediocrity in Your Small Business - Nothing pains me more than seeing leaders and companies that allow mediocrity to become a part of an organization's culture.

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The June 2010 Leadership Development Carnival

Sales Wolf Blog

Hello and welcome to the June 2010 Leadership Development Carnival - it is an absolute honor to be your host! This month's edition features an excellent collection of 34 blog posts aimed at helping you become the best leader possible

The Rainmaker 'Fab Five' Blog Picks of the Week - A Look Ahead at 2011

Sales Wolf Blog

The ringing in of a New Year is a time of excitement and promise for all the Possibility that the coming year has to offer. Last week I paused for a moment to look back at the year that was 2010. Today I would like to shift gears and

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The Rainmaker 'Fab Five' Blog Picks of the Week

Sales Wolf Blog

Hello everyone! Hope your having a good start to your week thus far. Last week I came across so many great blog posts, and it was not easy selecting just five of my favorites. Enjoy the five I chose to share with you and feel free to comment. Paul Castain, Sales Playbook: 3 Ways To A Better "But" - No, I did not misspell the word "but," and this is not a post about shaping up your rear end. This post is about keeping the word "but" out of any negotiation.

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5 Reasons CFOs Invest in Talent Development

In 2021, many of your competitors will invest in talent development software. If you make the right decision, invest in the right software, and if your organization is willing to use it, you can realize five decisive competitive advantages. To see those advantages, download Paycor’s latest guide, 5 Reasons CFOs Invest in Talent Development.

The Rainmaker Fab Five Blog Picks of the Week

Sales Wolf Blog

It was another great week for reading HR, talent management, and leadership development blog posts. For your reading pleasure I have culled through many of these posts to pick out five that I found to be especially good reading. Below are five posts from the week of January 31st to February 6th, 2011 for you to check out. Enjoy! John Gibbons, I4CP Trendwatcher: Do People Drive Business?

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The Rainmaker 'Fab Five' Blog Picks of the Week

Sales Wolf Blog

Happy Monday! In the past week, I have read many insightful blogs by fellow bloggers in the HR, talent management, and leadership development blogosphere. I hope you enjoy the five fabulous blogs I chose to share with you. Have a great week! Kevin W. Grossman, Talent Culture: Keep the Engagement Lights On in Rolling Economic Blackout - If you have ever read my 'Fab Five' before, you know that I am very interested in employee engagement.

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Employee Performance Management - Low Hanging Fruit In Every Company

Sales Wolf Blog

Most organizations can do more with less if they hire the best Talent possible, create performance awareness, and hold employee team members accountable for day-to-day activities and results. Employee Performance employee accountability employee performance Job Fit micromanagement personal accountability

The Rainmaker 'Fab Five' Picks of the Week

Sales Wolf Blog

Happy Monday! I hope everyone had a great weekend. I like to start out each week by featuring five of my favorite reads from the previous week. Hope you enjoy and feel free to post your comments. Anthony Iannarino, The Sales Blog: Growing Pains and Sales' Responsibilities - Anthony responds to the question of how to manage client and client services at the same time.

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5 Ways Talent Development Makes Your Company Unbeatable

As an HR leader, your goal for talent development is to create an environment where everyone is motivated and supported to achieve a shared vision of success. By investing in the right software, you can realize five decisive competitive advantages. To see those advantages, download Paycor’s latest guide!

The Real Reason 50% of US Employees Are Disengaged

Sales Wolf Blog

Last month (June 2011) - Mercer came out with a report - One in two US employees looking to leave or checked out on the job. According to the report. More than 2,400 US employees took Mercer's latest What's Working™ survey. The key takeaway: Compared to past surveys, they feel less committed to their employers and less satisfied. One in three is seriously looking to leave; among younger workers, it's four in 10.

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Job Fit Matters Now More Than Ever

Sales Wolf Blog

Employee Job Fit is more important now than ever. Companies must use validated pre-employment personality profile assessments in order to select the best Talent possible. employee selection Job Fit Job Match pre-employment personality profile

Avoid The Peter Principle - Stop Promoting Talent Beyond Their Abilities

Sales Wolf Blog

Ever hired or promoted someone who did not work out based upon prior direct experience or references? Employee Selection Personality Profile bad hire employee selection hiring sales people hiring the best talent Peter Principle pre-employment personality profile assessment talent management strategy

The Rainmaker 'Fab Five' Blog Picks of the Week

Sales Wolf Blog

I like to kick off each work week by highlighting five posts from the HR, talent management, and leadership development blogosphere that I found to especially good reading. Below are my picks for the week of March 21st - 27th, 2011 - enjoy! Seth Godin's Blog: Accepting False Limits - For all of us there are certain things in life that are not possible to accomplish. For example, try as I might, I will never be able to win an Olympic medal in the long jump.

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CFO’s Guide to Building an HR Team with Limited Time, Budget and Resources

Building the ideal HR team doesn’t happen overnight—especially when CFOs have limited time, budget and resources. But our new guide can give you advice on where to start and key focus areas you need to know. Download our guide today!

The Rainmaker 'Fab Five' Blog Picks of the Week

Sales Wolf Blog

It was another great week for reading HR, talent management, and leadership development blogs! With all the great postings this past week it was especially hard to narrow it down to just five to share. Here are five choice blog posts from April 25th - May 1st, 2011 to get your week off to a great start. Enjoy!

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Resume' Bias and Selecting Top Talent

Sales Wolf Blog

The resume' is not the first place to begin when considering the potential of the candidate. The best place to begin is with a valid pre-employment personality assessment. Employee Selection Employee Selection How to hire the best talent Job Benchmark Job Fit Knock'em Dead Martin Yate personality profile assessment Resume

The Rainmaker Fab Five Blog Picks of the Week

Sales Wolf Blog

Happy Monday! I hope you had a great weekend and are energized for a promising week of Maximizing Possibility in your organization! I like to start off each week by highlighting five posts from the HR, talent management, and leadership development blogosphere that I found to be especially good reading during the past week. Below are my picks for January 24th - 30th, 2011. Enjoy!

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The Rainmaker 'Fab Five' Blog Picks of the Week

Sales Wolf Blog

Happy Monday! I hope you all enjoyed your weekend. I like to start out each week by featuring five of my favorite HR, leadership development, and employee selection blog reads from the previous week. Here are my picks for August 1st - 5th. Enjoy! David Zinger, Employee Engagement: Do You Love Employee Engagement Problems? Okay, we must face the fact that we all have problems, and they are not going to diminish on their own.

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How to Build the Ideal HR Team (with Limited Time, Budget and Resources)

Building the ideal HR team doesn’t happen overnight—especially when you have limited time, budget and resources. But our new guide can give you advice on where to start and key focus areas you need to know. Download our guide today!