December 10, 2013

Defying Pareto: Refuse to accept the mediocrity of the 80/20 rule

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a...

by David Masover

DavidMasover.com

Recruiting

Sales Management

Sales Philosophy

June 25, 2012

There is no “sales personality”, so what is there?

The idea of “the sales personality” is one of the hottest topics I see. Of all the blogs that I write, all of the comments that I make on LinkedIn, and all of the discussions...

by David Masover

DavidMasover.com

Recruiting

Sales Management

June 18, 2012

Can you test for a sales personality?

Is there a correct personality for sales? As I have posted before, my experience indicates that sales is a skill set which can be learned. As for personality, if we could plot...

by David Masover

DavidMasover.com

Recruiting

Sales Management

April 16, 2012

A crisis-borne opportunity: Upgrade your team!

If there is one expression that truly embraces the spirit of optimism, it has to be this one: “when life gives you lemons, make lemonade” All over the developed world –...

by David Masover

DavidMasover.com

Recruiting

Sales Management

sales process

October 10, 2011

Salespeople versus sales process

I am a somewhat (and increasingly) active member on LinkedIn. I recently saw a profile there for a person who is in a similar line of work as mine – working with sales...

by David Masover

DavidMasover.com

Recruiting

February 8, 2010

Do you have the right personality for sales?

WARNING: This post is a bit of a rant – if you are feeling a bit squeamish at this moment, you may want to read this post later! I participate in the Question and Answer...

by David Masover

DavidMasover.com

Recruiting

sales process

October 21, 2009

Why do athletes make great sales people?

I was asked this question at a recent seminar. It is a question that comes up a lot. In many sales organizations, one may see former athletes in sales roles, and wonder if...

by David Masover