Long before there were electric lights, the ancient Greeks identified that different people have different personality styles. This personality style typing has become much more sophisticated since Greece’s golden age. Computers make profiling a lot easier for us. Today, in…
Creating an effective sales hiring system is based on integrity. At the end of the day, your goal is to convey to the applicants that your company is the best place for top sales agents. Exceptional salesmanship is truly one…
In the sales hiring process, the biggest challenge is managing your time investment. Anybody who has experienced sitting in an interview with a candidate who’s a total dud knows what that feels like. The challenge is figuring out who you…
When I first started hiring salespeople, the choices for advertising were greatly limited. We can only use newspapers, trade association publications and radio. It’s hard to be competitive in such a small playground. Today, there are more online platforms to…
Absurd, right? So why do most companies not actively recruit salespeople?
Ignoring the decision to replace that mediocre sales rep is costing more than you think. With so many below target salespeople hanging on, maybe its time to analyze what the cost is. Let us assume an intermediate salesperson with a…
The company ideal is that Type A, kick-butt salesperson. However - the ads are often written by someone from Human Resources. So you have polar opposite personalities trying to make the right hire. A Human Resources “salesman” ad asks for…
