I am the worst comedy movie critic you’ll ever meet — ask my wife, Leah. These days most comedies are about high school sex or marital infidelity. I usually get up from the couch or walk out of the theater in the first 20 minutes. Don’t get me wrong, I’m not prudish; I just think common culture is, well, so common and low class these days.

But as a sales guy, the movie, “The Internship” teaches us a valuable lesson about what makes the “Sales Personality Style” critical.  And, given that Google had a hand in the movie it shows even the great and mighty Google is fairly clueless about what makes salespeople critical in growing sales.

The plot of the movie is that two sales guys get blown out when their company closes down. In the course of figuring out their next move, the character played by Vince Vaughn has an insight that he wants to go work at Google. This is an important characteristic of the Sales Personality Style.

The Sales Personality Style has the ability to comfortably imagine far-fetched scenarios. This is not to be overlooked when you go about staffing your sales team — and is the first and foremost reason why you need to make sure you’re only bringing Sales Personality Styles in to be interviewed.

When they are interviewed it is by video. This is a concept we’ve encouraged our clients to implement.  Interviewing by video is simple these days. As a Founder and CEO I work with software developers. Given the size of our company — and since most developers are located remotely from my two offices in Norfolk or Nahariya, I use video interviews.

Video interviews are efficient and can give you 90% of what an in-person interview gives. Today with Google Hangouts or Skype you can get more done in less time. Perhaps for the last interview you’ll want to make it face to face.

In the movie, where the two 50 something sales guys are in way over their head in Google’s core business, which is coding and developing software, they shine when it comes to people. Salespeople, as it turns out, even at the great and mighty $48 Billion a year Google are invaluable when it comes down to what makes Google great — revenue generation.

Yesterday, right before the start of business, the Advanced Hiring System website went down.  I found out because a client emailed me. I immediately IM’ed our Manager of Web Technology. He’s in India and within 15 minutes the site was back and running.

Today I went to our Advanced Hiring System Youtube account https://www.youtube.com/user/afendrich to upload the latest edition of the How to Hire a Salesperson E-course. But our channel looked like this. Have you ever tried to get technical support from Google???

http://www.advancedhiring.com/Try-It-Free-Referral.aspx?linkid=20000GI

The Advanced Hiring System E-course

In the last session I promised to teach you the one secret to successful hiring.

You absolutely can change your success rate for hiring salespeople with one simple secret. However before I tell you what it is I need to prepare you for it.

It’s not that what I am about to tell is all that difficult in fact, I’ll teach you how to do it in a way that will take virtually none of your time.

Some managers who I have worked with try to skip this step.

Because what I am going to say is something most sales managers don’t do.

Earl Nightingale in “The Greatest Secret” said “Most people just go along doing what everyone else is doing.” He said, “Most people try to fit in and be like everyone else.”

In sales the top salespeople contact more people. While average salespeople make as many sales calls as, well, average salespeople.

Successful salespeople make more calls, they prospect more and they invest more of their time and energy, finding people to sell.

Let’s apply this to sales hiring…
Most sales managers wait until they have an opening in their sales team then they try to find a new sales hire.

And that is the secret… More than any one factor that condemns the average sales manager to hire weak salespeople.

Top sales hirers are always recruiting for salespeople.

Let me repeat that: Top sales hirers are always recruiting

We often hear sales and sports are very similar. Both are competitive and both are based on individual performance.

At the time that I am making this video the Seattle Seahawks won the recent Superbowl 43-8. Can you imagine opening your favorite newspaper and seeing they have shut down their recruiting program?

Yet that is essentially what most sales managers do…

So there you have it: Always be recruiting is one of the Six Basic Rules of Sales Hiring. That’s the key to becoming a top sales hirer!

The Challenge? How do you budget your time to make room for constant recruiting?

The Advanced Hiring System provides you a unique formula to always be recruiting for sales talent.

Stay tuned