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Tom's Talent Blog

When Training is NOT the Answer

Posted by Jen Erb on Jul 16, 2018 2:37:50 PM

You might think it odd that a company that sells training is telling you not to train.  Although training is extremely useful in onboarding and development, it is not always the answer to underperformance.  Unfortunately, I’ve seen managers waste time and money on training that is not going to fix the problem.  What do you do when you have an underperformer?  How do you know when training is NOT the answer?

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Topics: Training, Coaching

Sales Accountability is a Two Player Game

Posted by Tom Erb on Aug 11, 2017 3:14:05 PM

Every Saturday morning, our six-year-old son comes crashing into our room with the same earnest request; “Daddy, can we play games on the TV together?” Since the time he was able to hold a controller in his hands, Brady and I have spent part of Saturday morning playing video games together. It's become a ritual that is a reward for him, and a fun way for us to spend some dedicated time together.

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Topics: Sales, Sales Activity, Coaching

Biggest People Mistakes - Betting People Will Change

Posted by Jim Hunter on Jun 16, 2016 3:30:00 PM

Research tells us 60% of who we are we're born with - the other 40% is what we have control of to manifest our destiny. Don't know if you thought these percentages were higher or lower, but it's interesting. To clarify, the stuff we're born with are things such as addictions, physical attributes, pychological idioms, etc. Suffice to say, we can change much and none of this should dimish our chance of living a successful life!

So what then do we do when it comes to hiring or dealing with people in the workplace? In my humble opinion, three things we can do to avoid people mistakes.

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Topics: Strategic, Coaching, Culture, Training, Recruiting, Assessments

Fundamentals of Successful Sales Rep Management

Posted by Tom Erb on Aug 3, 2015 7:00:00 AM

A common challenge I hear from staffing managers and owners is that they struggle with effectively coaching their sales people. They struggle with scheduling (or keeping) regular sales meetings, aren’t sure what to focus on in those meetings, and have trouble holding their reps accountable. Many also are unsure of when coaching should turn into counseling.

Here are a few keys that I’ve found make the management process easier, resulting in more focused, happier, and ultimately successful sales reps.

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Topics: Sales, Sales Activity, Coaching

How Can You Move Without a Goal?

Posted by Tom Erb on Apr 22, 2013 7:34:00 AM

GoalsNo, the title is not an insightful quote from Jack Welch or Steve Jobs, or even Confucius - it's a line from a song by one of my all-time favorite bands Dinosaur Jr . I love well-written music lyrics the way that I imagine some people appreciate poetry. The song I quoted in the title, Thumb , is about 20 years old but has always resonated with me and the line becomes more pertinent every year.

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Topics: Sales, Strategic, Coaching

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