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The “Model” Salesperson

You’ve seen them … job postings for sales positions that range between wishful and delusional thinking on the part of whoever posted it. The list of demands often reads something like: “Must be a self-starter who is aggressive, competitive, and relentless about closing business as well as a relationship builder who is customer-service focused at all times. Must be a deadline-driven multitasker who is also highly detail focused and organized. …Read More

Managers, Put Your Best Foot Forward

The pain started as only a dull ache on the bottom of the right heel. But then the left knee decided to join the party. And soon after, the iliotibial band on the outside of the thigh. Between doses of ibuprofen I thought, “Maybe my feet aren’t getting proper support.” We don’t often notice them until something goes wrong, but our feet are remarkably complex structures that have evolved to …Read More

The Talent Audit: An Affordable Team-Development Option

by Sherry Acque In my conversations with small-business leaders and their HR Managers, or with managers of independent business units inside larger organizations, I find that many share the same assumption: that talent-development engagements are for big corporations, not “the little guy.” It’s just one more advantage the name brands have over the rest of us, says the small business. While it’s true that pharmaceutical giants, big-name banks, and other …Read More

Sophisticated Buyer: Meet the Sophisticated Salesperson

We have witnessed the “death” of the archetypal salesperson; first, he simply evolved to fit the changing times. Willy Loman became Alec Baldwin’s Blake (A: Always, B: Be, C: Closing) of Glengarry Glen Ross, but, as the 20th Century came to a close, a seismic shift occurred. In the ultimate role-reversal, the era of the Sophisticated Customer emerged, rendering earlier powerbroker-type sales professionals mostly obsolete. Of course, the sales profession …Read More

The Big Goal: A Company Culture of Success

If you’ve ever watched Premier League football (i.e., soccer), you may have noticed it’s perfectly OK, right in the middle of the action, for teammates to scold each other for making bad plays, usually with exaggerated gestures for the benefit of the camera. If a National Hockey League player in North America tried that, he’d be labelled a “locker-room cancer” before the next commercial break. On the other hand, soccer …Read More

Caliper Workshop to Help Women Develop Leadership Presence

Women leaders are becoming an ever more critical component of business success, despite operating in work environments that have been historically challenging for them in regard to leadership opportunity and skill development. Caliper strongly believes in the benefits of leadership diversity, and to do our part, we will conduct our first Women Leaders Development Workshop on Tuesday, December 13, at the Crowne Plaza Princeton – Conference Center in Plainsboro, New …Read More

Mergers and Acquisitions: How to Maximize Your Talent

People, people, people One of the most complex challenges a business leader can face is managing through a merger or acquisition. Business models can change, market focuses shift, and, perhaps most importantly, established organizational cultures cease to exist. The effects can be profound, and not just financially. To navigate such upheaval effectively and emerge stronger on the other side, the primary leadership focus should always remain the same: People. A …Read More

Caliper Analytics: Ready for its Close-Up

Caliper’s upcoming Webinar series, starting Thursday, September 15, will help users delve deeper into Caliper Analytics and leverage the online instrument to address their most pressing talent-management needs. When used to its fullest potential, the proprietary data-driven solution allows you to access, interpret, and leverage your Caliper assessment data in a myriad of ways. Caliper Analytics can also tell a real-time story that continuously progresses and transforms based on your …Read More

Caliper’s Guide to Onboarding Millennial Employees

We’ve all heard a lot about Millennial-age employees lately. What they want, how they work, the best way to manage them, and so on … perhaps to the point that HR reps and hiring managers think they’re dealing with a herd of unicorns. But it’s not as scary as all that. The emergence of Millennials in the workforce has simply coincided with two other factors: The rise of technology, which …Read More

Personality Assessments and Behavioral Interviewing: A Winning Combination

A personality assessment is a small investment in the bigger scheme of things. You’re attempting to hire someone who will perform critical work for your organization, and once that person is on board, you will spend many thousands of dollars on salary, training, benefits, and career development. If an applicant’s motivations don’t line up with the job and, as a result, she ends up moving on or being terminated, the …Read More