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Paul Glynn

Do you really want an Excellent Organisation, or will "Average" do?

Hiring is a minefield. All organisations confront the challenges. It's hard to get right. But why? And, more importantly, how can we make sure we do make the right hire?

We get asked the question as frequently as our clients and the answer might be a little surprising!

Are you an expert sales consultant writing lots of quotes that do not close?

It might seem a strange question. Whoever is responsible for your sales is looking after all your clients. Or client services are. Or somebody trustworthy in your organisation. However, for many that’s not quite the case.


We hire salespeople who claim good past results and appear professional and competent at interview and then they fail to hit agreed targets. Why is that?

This week, I had a very interesting conversation with a friend of mine, Mr T, who runs a local business. He was complaining about his sales team –