Research gathered through working with 8500 sales organisations shows the average cost of hiring a bad salesperson is in the region of $120,000. With only 1 in 4 salespeople performing at the level we need them to, it’s time we looked objectively at the way we attract and hire staff into our sales teams.

If you identify with these issues and want to fix them, you will find Julian Griffith’s report “How to hire only “A Players” into your sales organisation and avoid any more costly mistakes” a real eye opener.

DOWNLOAD how to hire only “A Players” into your sales organisation and avoid any more costly mistakes

Posted in Blog on Wednesday, 10th August 2011 | Comments (0)

“Why companies are so inconsistent at hiring salespeople” – a video clip presentation of Dave Kurlan, CEO of Objective Management Group highlighting the challenges the vast majority of organisations face when attempting to attract and hire strong sales managers and sales people.

Posted in Blog on Wednesday, 10th August 2011 | Comments (0)

Traditional sales training and development continues to fall short because it fails to address the hidden weaknesses within salespeople that neutralise their potential. In this article, Julian Griffith focuses on “Need for Approval”, how we can identify it, the negative impact it has and suggests ways to work at overcoming the problem.

DOWNLOAD Need for Approval – How It Sabotages Sales & How To Fix It by Julian Griffith (PDF, 499KB)

Posted in Blog on Thursday, 10th March 2011 | Comments (0)

“Sound advice comes from a research paper entitled “Taking the lid off your sales organisation” by Julian Griffith. He recommends five things organisations can do to address the threat of sales team underperformance. Adopting these strategies for selecting and nurturing your sales employees should provide consistent sales growth….”
Australian Financial Review – “How to Boost Sales” July 2010

Request a copy of Taking The Lid Off Your Sales Organisation by Julian Griffith

Posted in Blog on Thursday, 10th March 2011 | Comments (0)

Click below to download a copy of the recent Australian Financial Review Article, How To Boost Sales by Kurt Newman:

DOWNLOAD: How To Boost Sales by Kurt Newman (PDF, 1.1MB)

Request a copy of Taking The Lid Off Your Sales Organisation by Julian Griffith

Posted in Blog on Sunday, 20th February 2011 | Comments (0)

“What’s the most powerful leadership skill you can have? Hands down, it’s the ability to produce high-talent teams. Nothing else even comes close.” Price Pritchett, Ph.D.

Whilst I look forward to sharing some great ideas with you to help you build a world class sales organisation, I am mindful of how ineffective we can be at attracting and retaining top quality salespeople. It can be easy to fall prey to a misplaced acceptance that traditional ways of attracting and hiring sales candidates, though hit and miss, are part and parcel of running a sales team and that it’s okay to hire the candidate based on the belief that he or she is, in our opinion, simply the best available person at the time.

To find out more, click below to download our report on professional selling by Julian Griffith, How to hire A Players into your Sales Organisation and avoid any more costly mistakes.

DOWNLOAD How to hire A Players into your Sales Organisation and avoid any more costly mistakes (PDF, 630KB)

Posted in Blog on Friday, 15th October 2010 | Comments (0)

Since companies starting assembling teams of salespeople to sell their products, they have been shadowed by the sales development and training industries. Yet after all these years, only 1 in 4 salespeople consistently perform at a high enough level, including the just 6% who stand out as the elite ones we all want.

Click below to download our report on professional selling, Best In Class – Strategies To Build A High Performance Sales Organisation, by Julian Griffith:

DOWNLOAD: Best In Class – Strategies To Build A High Performance Sales Organisation, by Julian Griffith (PDF, 568KB)

Posted in Blog on Tuesday, 1st June 2010 | Comments (0)

Julian was recently interviewed by Paul Sparks of Sales Effectiveness Australasia about his thoughts on how to build a high performing sales team. To read the interview click here

Posted in Article on Monday, 16th November 2009 | Comments (0)

Below is a selection of posts from Lisa Rubinstein’s Blog, enjoy!

Your Own Worst Enemy

At a recent dinner party we swapped customer service horror stories. One stood out as a great warning to us all.

After selling their home, this couple had contacted various real estate agents to inquire into purchasing a new property. Cashed up and eager to buy, they kept encountering agents who seemed intent on turning away their business. Read the rest of this entry…

Posted in Article, Blog on Tuesday, 3rd November 2009 | Comments (0)

View the series of video and audio clips from Dave Kurlan, founder and CEO of Objective Management Group on the following topics:

• Role Models
• Over Achievers
• Turnover
• Margins
• The Pipeline
• Short Window of Opportunity
• About Need for Approval
• About Psychological Tests
• About Discomfort with Money
• About What Dave Does
• How to Upgrade Your Sales force – a CEO Perspective
• How to Build a Superior Sales Force
• What You Should Say to Your Salespeople in this Economy
• About Sales Process
• Meet the Sales Experts

Posted in Article, Audio, Video on Tuesday, 27th October 2009 | Comments (0)