Anyone who feels unaffected by the Covid Crisis this year has missed the point. This was the year for us all to look inside ourselves, figure out what we stand for, and work at discarding the rest.
For Advanced Hiring it’s been a good year. Revenues were solid, but most of all we’ve been able to help you, our valued clients, find super talent.
Clients who’ve jumped into the fray have said they got talent they had never been able to find before.
One of our clients and good friends, Cameron Robinson, described a hire we found as “like dating way out of my league.” She of course was being overly modest, as she and her company is an example of people and a company that cares, but you get the point.
The amount of high-quality sales talent available is amazing. You owe it to yourself to upgrade the quality of your sales team now.
Years ago I was a very active stock trader. I specialized in down markets. But one rule I learned the hard way is the economy is more optimistic than pessimistic. After a downturn things always come back. I expect we’ll see a revitalization of small and medium sized businesses soon.
If you need help getting starting using the System, please reach out. We’re here to help.
Best wishes for a Happy and Prosperous New Year from all of us here at Advanced Hiring System to all of you!
It amazes me that so many sales managers think they can wing it in a hiring interview and get a quality salesperson.
Will not happen.
If you’re not prepared with the right attitude and the right questions you will waste your time and waste the applicants’ and only if you get darn lucky will you hire a quality performer.
Just because the applicant passed our profiles and has years of experience in you industry does not mean you hire them.
Yeah they definitely have the heart in the blood of a salesperson if they passed both AHS profiles: CORE Values and CORE Styles, but heart and blood don’t mean much if they won’t take consistent directed action.
Your purpose in the interviews to find out about that.
You can screen them like crazy, spot the faker and sales wannabes and get rid of those people right off the bat, but if your interview is weak you’re still going to end up with a team full of duds.
Our Advanced Hiring System FST Intelligence Interview Sequence is where you find out whether your application has taken their powerful talents and actually achieved something.
Most people squander their natural Talent. This is the norm. Thoreau said “The mass of men lead lives of quiet desperation.” I say, the sales personality is more likely than others to squander their talents and skills.
Selling is hard work, good salespeople who work hard use their natural talents to put themselves in situations to find business.
Weak salespeople use their natural talents to sell you in the interview and after they are hired they’ll continue to do it –selling you on how hard they’re working.
You’ve seen in before dozens of times it you’ve been a sales manager for a while.
Our Advanced Hiring System FST Intelligence Interview Sequence requires 3 to 4 separate interviews. People say, 3-4 interviews that’s crazy. No it’s not crazy.
You’ve got to outlast them.
Interview 1 is a throw away. They’ve got their guard up. Interview 2 you still don’t get high quality information. But by the third and fourth interview the applicant tells you things they only share with people that they have a relationship with.
Your goal is to discover whether they have stick to it ness, follow through and the ability to overcome adversity.
Can handle setbacks? The good news is you can keep those three to four interviews to a total of 2 hours if you do all four.
Most interviewers waste time with stupid questions like “Tell me about yourself? or “It says on your resume you hit 200% of quota at XYZ Companny.”
Don’t waste your time. Ask questions that are in the Advanced Hiring System FST Intelligence Interview Sequence. Be friendly but don’t sell. You just want the facts.
And that’s how you hire quality salespeople who’ll pick up the phone and do they work.
We’ve put together a short quiz that helps Sales Managers figure out the best way to hire quality salespeople. Click the button and take the short survey. It will take you less than a minute to complete. And based on the average deal size we’ll give you our recommendations on the best way to hire salespeople who do the work. Go ahead and click the button now and see for yourself what we’d recommend you do to hire quality sellers,
Nick Saban, the winningest coach in the history of football, doesn’t refer to it much. But ask any one of his assistants and players what makes University of Alabama football. Without hesitation they’ll say, “The Process.”
Anyone who’s followed me for the last 20 years knows that great sports and great sales happen the same way. Individual performers who don’t make excuses. It’s all about “the buck stops here, baby.”
… great sports and great sales happen the same way. Individual performers who don’t make excuses. It’s all about “the buck stops here, baby.”
2020 has been a bear for most businesses. And if you’re a sales manager figuring out where to go from here, this post is for you.
Quoting Coach Saban:
“Don’t think about winning the SEC Championship. Don’t think about the national championship. Think about what you needed to do in this drill, on this play, in this moment. That’s the process: Let’s think about what we can do today, the task at hand.”
Let’s think about what we can do today, the task at hand.
So what can you do right now? If you’re a Sales Manager you know your sales team has got quality performers and also-rans. The also-rans might be nice guys and gals, but in today’s tough environment the also-rans are dead.
Its only the quality people you’ve recruited who have a chance to make something happen. This is going to be a tough sales environment going forward and you need more quality on your team.
Great coaches like great sales managers pay a lot of attention to recruiting.
You’re heard me say dozens of times the job is Recruit, train and motivate. Do you have salespeople on your team who have failed to respond to training and motivating? It’s time to recruit.
And the good news is this is the best time I’ve seen in the last decade to look for real sales talent.
this is the best time I’ve seen in the last decade to look for real sales talent.
How do you go about it so you don’t end up hiring another big-talker salesperson who doesn’t do the work?
We’ve put together a short quiz that will show you the easist and quickest way to find a quality salesperson. You want someone who does the work, who picks up the phone. No excuses. This quiz will take you less that two minutes to complete. Click the link below and take the quiz. You’ll find the quickest and most effective way to get quality on your sales team.
Find out why we’re the only sales hiring system with a one-year performance guarantee. Click below to take the short quiz now.
