Welcome to the Advanced Hiring System E-course.

If you’re looking to avoid the pain that comes from hiring dud salespeople and instead to hire salespeople who really can sell This E-course is for you. In fact, if you follow the steps in this E-course you’re going to find your ability to not get fooled into hiring losers is going to change forever.

I learned how to hire salespeople when I had a sales team of 200 salespeople. Through a lot of good luck thinking up a hot product in the mid-1990’s my company found itself in the position to drastically build our sales team.

As a sales manager, I had experience hiring 10-15 salespeople. Now I was to hire 100 salespeople a year! By the end of the second year we had 200 salespeople on staff. Great for growth.

Except our top 40 salespeople were producing four-fifths of our revenue. The 80/20 rule was hurting our ability to be profitable 160 of our 200 salespeople were weak, we were constantly in danger of turning them over at any minute.

Looking at the production numbers we asked.
What was it about these top 40 salespeople that made them unique?
What was it they held as valuable?
What was it in their personalities that made them great salespeople?

I became a man with a mission. I needed to figure out why those few good salespeople produced, while most sales hires failed. A retired accountant forced me to think analytically. He helped me realize that if I could figure out what made these 40 top-performers effective I would increase our revenue — better sales hiring is more valuable than any training, packaging or better leads.

Because I had a large sales team I was able to test and compare hiring strategies. I figured out what I call the 6 Basic Rules of Sales Hiring.

In 2003 I sold that company and retired for six months long enough to realize I didn’t want to retire after all. Since then I’ve helped nearly 1000 managers learn the system I developed. I created this E-course to show sales managers who are fed up not being to hire salespeople with more confidence. It’s free and there’s nothing held back

There is no perfect way to select salespeople but there are better ways than most do it.

Do you review a bunch of resumes (or LinkedIn profiles)?
Sort for previous work experience?
Or better yet previous industry sales experience?
That process has never worked and will never work!

Stay tuned next issue will reveal the one secret to hiring top sales performers.

The latest government job report sounds ominous. Just 74,000 new jobs created in December – missing by a mile the projected 196,000. Ouch. Future job growth (other than registered nurses), will be for jobs at Walmart and the like.

With the lousy jobs report, you’d think that it would be easy to hire sales talent.

Unfortunately hiring for sales talent has become more difficult. Advanced Hiring System clients continue to report a tight job market all across the country for real salespeople.

Regular readers of this blog know that real sales talent is rarer than finding an honest man or woman in Congress.

In fact, our data shows only one in every 33 Americans is what we call a “natural” to become a top performing salesperson.

The rarity of those who have the personality to be good salespeople is why most salespeople hired end up failing. Most sales hiring strategies simply fail to look at personality style, instead looking at previous sales experience as primary criteria.

Traditional sales trainers attempt to take the untalented and teach them to sell – like putting lipstick on a pig we think.

One strategy Advanced Hiring System clients use it to constantly be recruiting in their markets. You don’t need to waste time on sales applicants until you’ve found their profile matches the rare personality qualities that make for a great salesperson.

Bottom line is to always have the “Welcome Mat” out for top sellers who are Money-motivated Persuaders. Finding them takes time, but when you find them they are worth their weight in gold.

www.advancedhiring.com/blog

Have you ever hired a total dud…even when you were sure they were going to be great?

I’ve been a fan of Business author and speaker Robert J. Ringer since the 1970s. Author of eight books including best sellers…

“Winning Through Intimidation”…
And “Looking Out for Number One”

He’s well known for his set of Theories. For example Ringer’s “Theory of Reality”. Reality isn’t the way you wish things to be or the way things appear to be, but the way things actually are. You either acknowledge reality and use it to your benefit or it will automatically work against you.

We’ve all experienced it, deluding ourselves about reality and getting ourselves in big trouble for it.

Ringers writes a blog and a recent post caught my attention when he described a disastrous hiring experience.

Ringer explains why psychologically, standard hiring strategy, that is — hiring the way most people do it:
Flipping through resumes…
Then hiring the applicant who “handled themselves well in the interview”…

Causes more failures than successes.

Titled “More on the Dunning-Kruger Effect” the post describes Ringer’s experience hiring a dud snd the pain that hiring that dud caused him. Ringer cites extensive research conducted by Cornell University psychology professors Justin Kruger and David Dunning into “The Dunning-Kruger Effect” which states “Incompetent people often suffer from delusions of superiority the result being that they overrate their own abilities.”

Since incompetent people overate their abilities the most incompetent write the greatest resumes Which they can’t deliver on. And, too, since they’re extremely confident because of their delusions of superiority hiring managers often get tricked in interviews and come away saying “They handled themselves well in the interview”.

Advanced Hiring System clients use a strategy to avoid these common pitfalls. Since AHS clients never rely on resumes to select. Instead we look for a match between the Values and Personality Style of the applicant and the requirements of the position itself.

We’ve honed those requirements with nearly 16 years of data. As a result you’re rarely fooled by “The Dunning-Kruger Effect”.

We welcome Robert J. Ringer and readers of his blog to take a look at the Advanced Hiring System if they’re hiring salespeople so they can stop using standard hiring strategies and avoid hiring duds as a result of the Dunning-Kruger Effect.