In order to avoid costly hiring mistakes you should build one of these (S......P........) for each role
What is a Success Profile?
100
Having Sales Knowledge means you have a thorough grasp of these and how they solve customer pains
What are BCSI Solutions?
100
Larry Bossidy of Allied Signals said for two years, he devoted between this % and this % of his day to hiring and developing leaders
What is 30% and 40%?
100
When Coaching, the development approach involves these categories:
I - This
II - Performance Improvement Plan
III - Train& Develop
IV - Delegate and Promote
What is Manage Out?
100
In Coaching Stage 2: Show, this term is used to describe using other people on the team to act as role models
What is Productive Duplicity?
200
What's missing from this COTP list? Success Profile, Team Development, Recruiting and Hiring, On-Boarding and this..
What is Performance Management?
200
Leadership success behaviors include managing and developing these relationships through Account Mapping and Opportunity Reviews.
What is Channel Partner?
200
Finding the right people involves these five steps
Plan
Profile
Source
This
Close & Secure
What is Engage & Interview?
200
Category IV, Delegate and Promote involves high skill and high will, while III, Train and Develop involves this skill and this will.
What is low skill, high will?
200
The rule of 3 says: Someone is going to resign or get hired, Someone is going to do this, and, Someone is going to surprise you
What is get promoted?
300
This S and this A are key to success
What are skills and attributes ?
300
"Clearly communicates the sales strategy" and "Effectively handles conflict" are success behaviors of what process?
What is Client Engagement?
300
This summary format gives a sense of the individual’s growth, decision making, and overall capability
What is a resume?
300
Good to Great says letting the wrong people hang around is unfair to these
What are the right people?
300
A team development plan identifies Flight risks, Key Talent and these
What are High Potentials?
400
This may sound like a pre-marriage arrangement but it's actually a process for building and leverages customer relationships
What is Customer Engagement?
400
Having this quality means you are viewed by Customers and Partners as knowledgeable about their business and industry
What is Business Acumen?
400
This % of an HR survey's respondents felt that resume falsification was Significant, Very Significant, or Extremely Significant
What is 46%
400
The Coaching Model involves these four steps
What is Tell, Show, Observe, Feedback?
400
In the team capability Ratings Key, the highest rank is HP, meaning this
What is High Potential?
500
This process builds an effective pipeline and executes on each phase of the sales process in order to consistently achieve quarterly sales quota.
What is Sales Execution?
500
A rule of thumb for reference checking is 1-2 of these, 1 peer, and 1 direct report
What are bosses?
500
Foundational behaviors listed in the Sales Assessment include this quality which involves consistency of principle, values and behavior.
What is integrity?
500
SMART Goals include: Specific, Measurable This, Realistic and This
What are Achievable and Timely?
500
This is defined as, "Looking to do what is right for the greater good."