Here's a Solution to Get it Right!
If you’re a sales manager who also has the responsibility to hire salespeople, you probably know that completing the hire is not just the end of a process, but the beginning of a relationship. Now you have to deal with managing the new hires—and relating to them—and that’s not always easy. Oh sure, you
In sales hiring, you’re not likely to find the term “disgruntled former employee” listed among an applicant’s attributes. If you did, your first reaction would probably be to throw the application away. I blame the media for this perception. They’re the ones who have created the negative bias regarding the term “disgruntled.” The literal meaning of
In this election year, there are, as usual, a large number of voters who are dissatisfied with their options at the polls. Most elections are like that—we want at least one candidate who is clearly perfect, but what we are given rarely lives up to our expectations. Most of us sigh and punch
Scott Wolf at Arcamax pointed me to a link for “Harnessing the Science of Persuasion” by Professor Robert Caldini. Its a Harvard Business Review publication from 2001. Nothing new from Dr. Caldini, by any stretch, but nonetheless, it’s worth reading. The article is a rehash of NLP 101, which Richard Bandler and John Grinder created
Let’s play a game of What If: What if you were minding your own business, going through the first stages of hiring salespeople, and a real-life angel—wings and all—floated down from heaven and applied for a job? Would you administer a sales personality test, or would you give that angel a job right away? I
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Never again in an interview will you be saying to yourself, “What a waste of time.”
Find the right person for the job! Finally, identify candidates who are self-motivated, reliable, coachable, & hungry to close deals.
