First, before I get into this week’s sales hiring tip, apologies for “going underground” for such a long stretch with no posts. It was the “5 day project” that took 5 weeks that got me. I’ve always wanted to have…
Checklists are handy things. Professionals use checklists. Pilots are big on checklists. Check out the cool video here I’ve prepared a list of things not to do when hiring salespeople. In 2003, when our company’s growth got us to 200…
The hardest thing for me when learning something new is admitting how little I know about the new subject. It's my ego that gets in my way. After all, "I am an accomplished guy", I say to myself. And then…
Sales Managers: Watch This Video of a 737 Landing For a Sales Hiring Lesson If the statistics are accurate, as a profession, sales managers hire 1 great salesperson for every 3 or 4 hires. Contrast this to commercial airline…
I hate cancellations, yet my experience is that clients who cancel have never worked the system. They always cut corners on the system. So, first let's review the System so there's no mistaking how you get top 9 sales performers…
'When you're recruiting, resist the urge to grant a face to face interview to applicants who aggressively get past your receptionist. When you are running a Hiring "Module" and are really looking hard for new salespeople, resist granting face to…
Those wondering how to hire employees and have taken any type of sales training has heard the acronym "ABC." It means Always Be Closing. So now you've "graduated" to Sales Manager. Your job description in a nutshell is "To recruit,…
