Riddle me this: why are some sales organizations still holding out on pre-employment testing? Sales personality tests have been around since the 1970’s. That’s nearly 50 years of data, all leading to the conclusion: assessing candidates improve hiring success. This is also important in sales hiring where motivation, company culture, and level of comfort in

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“Just what makes that little old ant Think he’ll move that rubber tree plant? Anyone knows an ant Can’t Move a rubber tree plant! But he has high hopes, he has high hopes . . . .” Anyone who remembers telephone tables, Mouseketeers (the original ones), and a Solar System with nine planets may remember

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As we  explore the different traits that are considered essential in defining what makes a good salesman, let’s consider the stigma that is sometimes attached to the profession. Unfortunately, there’s a stereotype out there that many people associate with anyone in sales. Good salesmen have been the butt of jokes for decades, perhaps even centuries.

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When you think about what makes a good salesman, being a team player is probably not the first thing that pops into your mind. After all, there’s a widespread perception that salesmen are only out-for-themselves, eye-on-the-prize kinds of people. They’re portrayed that way in movies and on TV. Infomercials don’t do anything to help the

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  If you follow the guidelines set out in the Advanced Hiring System, you already know everything there is to know about how to hire a salesperson. If you find that you’re still experiencing a high level of turnover, there could be a problem in the way you handle your employees after the sales hiring

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