Yanik Silver, the Internet Marketing Guru was interviewed in Forbes this month.

Yanik talks about hiring Millennials. He says Millennials, “are going to take jobs that may or may not pay them as much. They want “a mission or a cause, because they want to make a difference.”

Yanik is right for most positions in an organization…

With one HUGE exception: sales positions.

Salespeople who are successful are still motivated by the same practical values. Think about it, do your best salespeople want to save the whales or make a lot of money? Top salespeople wake up asking themselves how they can have greater control of their environment.

Our data shows sales hires who are not money or power motivated will stall and top out early.  Salespeople must be High Practicals we base this on data from our 2000 clients and 16 years of experience successfully picking salespeople.

We’re happy to share our data with you. Hook up with me on LinkedIn and I’ll show you what we’re looking at https://www.linkedin.com/in/alanfendrich

I used to travel a lot for client meetings before the entire set of Internet tools existed for online meetings. One client meeting comes back to haunt me.

My client was having a terrible time meeting his revenue goals. When I arrived on the last day of the month for our meeting, he called an ad hoc sales meeting and invited me in to observe.

The disaster was what I smelled as he told his team they were X dollars off-budget and today was the last billing day of the month. They needed that revenue, he said.

End of meeting.

In his office later he was distracted. For the life of me I couldn’t figure why he had insisted we meet that day.

It became obvious fairly quickly that he, a newly promoted sales manager, was in way over his head. Why? One simple reason:

Any successful sales manager knows that the time to hit this month’s revenue goals was to start last month. If you are not 75% of the goal going into the month you’re way behind.

Sales hiring is the same way. If you want to make a great sales hire to fill a position opening up in two weeks you had better have started 12 weeks ago.

So how do you know you’re going to have an opening? You don’t.

If you’re not running an ongoing recruitment program, you are guaranteeing mediocrity in your sales hiring. No way around it.

If your sales hiring record is 1 good salesperson for every 4 hires, we have designed the AHS Sales Hiring System to fix your problem – that is, IF you use the system.

For more information click here and complete a 60 Seconds Survey. Our tool will help you identify what is really holding you back from hiring top sellers.

If you’re one of our 2000+ clients, you’ve had a real conversation with me or one of my team BEFORE becoming a client. I started Advanced Hiring System as a retirement project long before Social Media.

For years I scoffed at Social Media — and to a great extent I still think it’s kind of silly. People can and do, publish the most outlandish lies on Social Media.

One particularly hilarious application of this is LinkedIn™ Profiles.

You Need to Have a LinkedIn Profile

I happen to think if you don’t have one you’re missing one of the most underutilized marketing tools.

Every week I get a couple of companies calling for help hiring salespeople from LinkedIn™.

Just don’t believe most of what you read on LinkedIn™. It’s social puffery.

But it’s also a super powerful platform for finding prospects to sell to.

So get your LinkedIn™ profile up there and tweaked. Remember though, a great LinkedIn™ salesperson profile does not mean a great sales applicant.

LinkedIn is a registered trademark. Advanced Hiring System has no relationship to LinkedIn.