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Don Beam

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CEO,CFO,VP,Director, Hall Telecommunications Supply

8 points

March 21, 2012

Don Beam and 11 other people answered this question

How do you know if a sales rep is ready to move into sales management?

The error most organizations make is to promote a great sales person into sales management.
In the 40+ years in marketing related businesses, we have seen where this occasionally is successful, but many times is not a positive move, either for the company, the companies ... more

Sales Management

Jan. 22, 2012

Don Beam and 17 other people answered this question

Should salespeople drive marketing, or should marketing drive sales? Who should be at the wheel?

Unfortunately .. I am old school and believe that a business has line and staff functions. Sales is line .. Marketing is staff.
Both are integral parts of a business and must work together .. and when that is not working .. then it is ... more

Oct. 19, 2011

Don Beam and 12 other people answered this question at this roundtable

Sales Training Doesn't Work - Unless You do THIS [10/14 @ 11 am]

What do you do if your top producer refuses sales training?

Good question, but is it the right one.
Remember if it is not broke .. don't fix it ... does apply .. and all people do not fit the same mold (thank God).
However this begs the questions, what is the top producer not accomplishing that the ... more

General Management

Human Resources

Sept. 25, 2011

Don Beam and 14 other people answered this question

POLL: Personality Tests should be used to evaluate candidates in the hiring process (Pick YES or NO)

Our personal experience is that there has been as many meaningful and correct reports as there has been total out to lunch ones ..
If anyone has found ones that are better than 80% (as all the marketing hype indicates) in reality .. we certainly ... more

Human Resources

Employee Assessment

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