Yanik Silver, the Internet Marketing Guru was interviewed in Forbes this month. Yanik talks about hiring Millennials. He says Millennials, “are going to take jobs that may or may not pay them as much. They want “a mission or a cause, because they want to make a difference.” Yanik is right for most positions in an organization… With one HUGE exception: sales positions. Salespeople who are

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 want to speak with and who to ignore from your applicants. Top performers have similar

Hiring Salespeople Who Perform Well After the Interview Have you hired too many salespeople who were great during the interview, but who failed? Were you sure during the interview they were “handling themselves so well”, that they just had to be the one? Did you feel yourself sold on them in the interview? Allowing yourself to sell or

There’s a total piece of nonsense floating around that somehow, we no longer want money-motivated salespeople. Nothing is more ridiculous than this statement, but we have heard it batted around like it is gospel. Here’s the truth: Yes, it’s true that millennials are very cause-oriented and they need to feel as if they are a

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 quota of $1,000,000 and a draw of $60,000.  Let’s further assume that they’re at 50%