Author: bmurray

Empowering Small Business Sales Through Mental Toughness

Building Qualities so Workers Love their Jobs Running a small business is demanding - it comes with a considerable amount of risks and challenges to tackle. If that deal doesn't go through, where will the money come from? One of the most important things your small business can do is hire top-performing salespeople. After all, your business would not exist if it... Read more »

How to Create Balanced Sales Teams

caliper-balanced-teams Building sales effectiveness through balanced teams may not be the first thing you think of when hiring and coaching, but when you HAVE a balanced team, the results and benefits are clear to the bottom line, productivity, and engagement in the workplace. So, how can you work to create balanced teams within sales organizations? Well,... Read more »

Self-Awareness is the Key to Strong Leadership

Employees Agreeing at Desk

Self-awareness is the first step to being able to help others. Leaders who demonstrate high self-awareness are able to understand where they struggle, how they can compensate, and what they learn along the way. It’s a key component of emotional intelligence, which means that being self-aware not only signals the ability to recognize and understand… Read more »

Not All Sales Look Alike [Infographic]

Employee Working at Screen In today's business atmosphere, the sales role has evolved from being just a "hunter" or a "farmer" into something much more nuanced. Caliper's history is rooted in sales effectiveness and has scientific research to support how different personality traits align with different sales functions. We've built out eight validated sales job models around specific competencies... Read more »

Bridge the Gap: How to Create an Effective Employee Development Approach

Bridge the Gap- How to Create an Effective Employee Development Approach

Growth and development aren’t always the top priorities of a business, but it could be just what they need. An employee development plan is beneficial for both employees and their employers. Before you implement a plan, you need to discover what skill gaps your workplace has. Use these five ways to help determine where those… Read more »

The Wrong Employee… or the Wrong Role?

The Wrong Employee… or the Wrong Role

Every office, warehouse, and production facility has one employee who takes up an inequitable portion of their supervisor’s time and effort. This employee may bring valuable knowledge and experience to the role, but they also cause frustration for management, and other team members, because they “just don’t get it.” What “it” is, varies from job… Read more »

Developing Your Team: What Makes a Successful Salesperson?

Developing Your Team- What Makes a Successful Salesperson?

Not sure how to create a team of successful salespeople? Start by hiring the right candidate. Making a bad hire will set your team off on the wrong foot. So, how do you know you’re making the right decision? Look for these six traits or the potential to cultivate these characteristics in candidates. A good… Read more »

The Undeniable Qualities for Being a Team Player

The Undeniable Qualities for Being a Team Player

“Teamwork makes the dream work.” Whether this was posted in the locker room when you were in high school or used in various sports movies, this catchphrase brought inspiration to teams. However, it’s not just for the locker room, it applies to the office as well. Being coachable and a team player around your workplace… Read more »

5 Essential Skills for Effective Coaching

5 Essential Skills for Effective Coaching

Coaching is a form of development in which a person supports a learner or client in achieving a specific personal or professional goal by providing training and guidance. Just like in any sport, the workplace needs coaches to be successful. 45% of HR professionals believe coaching is essential in their organization, and 93% of managers… Read more »

Why Personality Assessments are Critical to Talent Management

.Personality assessments are critical to Talent Management. They provide insights into individuals’ strengths, motivations, and behavioral tendencies. In addition, validated assessments predict performance on both the individual and team levels. They also help companies link their human capital to overall company success. Why Personality Assessments are Critical Cognitive ability tests can predict general ability to… Read more »