On episode 333 of Business Insanity Talk Radio, we answer the question: does having high character matter to the bottom line? My first guest says yes and has the proof. Everyone wants a super star sales rep, but how do you spot and hire one? We are going to discuss the 7 key traits to look for. Finally, have you considered adding developmentally disabled individuals to your workforce? Many companies have effectively been able to hire these individuals in their companies. We’ll talk about the best approach.
Listen and enjoy:
Segment 1: Fred Kiel, PhD, co-founder of KRW International, is the author of Return on Character: The Real Reason Leaders and their Companies Win and co-author of Moral Intelligence. For more than thirty years, he has helped Fortune 500 CEOs and senior executives build organizational effectiveness through leadership excellence and mission alignment.
1:40 – What is a character-driven leader? Who are some examples?
3:12 – Are character-driven leaders born or made?
4:12 – Do character-driven leaders deliver greater returns than self-focused leaders?
6:01 – How to stay character-driven, even in times of stress.
7:05 – How do you drive the development of character in a company?
8:04 – Can you help leaders develop high character?
9:35 – Was Steve Jobs a character leader?
Segment 2: Eliot Burdett is the co-founder and CEO of Peak Sales Recruiting, a leading B2B sales recruiting company launched in 2006. He is the co-author of a book called Sales Recruiting 2.0: How to Find Top Performing Sales People, Fast.
15:20 – Why is it so hard to find great sales people?
16:30 – Eliot discusses a few of the most common personality traits found in top sales performers, starting with Success Driven.
18:16 – Tips to interview for patterns of success.
19:58 – How can you tell the difference between confidence and false bravado?
20:55 – How do you test if someone will take rejection personally or not?
21:54 – How do you figure out if someone has a “competitive fire”?
Segment 3: Eliot Burdett continued…
31:00 – Top sales people have a sense of urgency. How do you look for this in an interview?
31:45 – Are top sales people always extroverts?
32:30 – Why is creativity such an important characteristic of the best sales people?
34:05 – How to use rejection to your advantage.
35:45 – Why Eliot wrote Sales Recruiting 2.0.
Segment 4: How to Get Unstuck
41:00 – Do any of these sound familiar? If so, you may be stuck.
42:01 – How you can start getting unstuck today.
45:59 – Special offer code.
Segment 5: Bill Cushwa is the founder and CEO of BEARACADE ® Door Control System. He brings more than 25 years of experience driving organizational improvement and implementation of best practices, particularly in the area of sales, fundraising, and donor relations. Bill has a unique blend of hands-on corporate expertise and an entrepreneurial mindset.
49:42 – How to successfully incorporate developmentally disabled individuals into your workforce.
50:46 – What is the process like for hiring this untraditional labor source?
51:52 – What effect has this had on Bill’s business and other employees?
