Leader's Beacon : Knowledge is Power

Posts From Brian Jeffrey

Don’t Let HR Hire Salespeople

    Don’t Let HR Hire Salespeople

One of the hiring traps many companies fall into is letting HR hire salespeople. I apologize if this blog annoys HR practitioners but the simple truth is that most (not

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Prime the Witness When Doing Reference Checking

    Prime the Witness When Doing Reference Checking

I’m usually not a big fan of asking leading questions of a referee. But when I’m doing reference checks for sales candidates, I’m all for priming the “witness” before conducting

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The Boring Part of Onboarding a Salesperson

    The Boring Part of Onboarding a Salesperson

Every great author has a trilogy and this is mine. Well actually I’m not really a great author, but this is part of a trilogy. This is the third article

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Hiring a Salesperson? Hire for Attitude.

    Hiring a Salesperson? Hire for Attitude.

Seasoning is great “on” food and “in” people! One of the things employers often look for in a sales candidate is past sales experience and “seasoning.” However, sometimes when you

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Onboarding Salespeople for Fun & Profit

    Onboarding Salespeople for Fun & Profit

Getting your new salesperson started off on the right foot is an important part of them having fun and you making even more profit. I recently did another of my

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The New Hire — Doing It Right

    The New Hire — Doing It Right

Too many companies still insist on pumping their new hires full of product knowledge and then dumping them on unsuspecting prospects, fully expecting the new salesperson to sell up a

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Set an Interview Time Limit

    Set an Interview Time Limit

I’ve blogged in the past about sales candidates who have a propensity to be verbose and why you may want

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The Last Sales Interview Question

    The Last Sales Interview Question

You’re hiring salespeople, right? So, at a minimum, the sales candidate should know how to sell himself. That’s why, when

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The "Hi Good-Looking" Trap

    The "Hi Good-Looking" Trap

According to an article in the Harvard Business review, 33% of all hiring decisions are decided on appearance alone. This

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Hire Sales Skills Over Industry Experience

    Hire Sales Skills Over Industry Experience

This hiring tip may seem counter intuitive but it has a lot of merit. Many companies still choose industry experience

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How to Find Out If They Can Sell

    How to Find Out If They Can Sell

No sales candidate is going to tell you that he doesn’t know how to sell, even when he doesn’t know

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When to Interview the Sales Candidate’s Spouse

    When to Interview the Sales Candidate’s Spouse

There are a couple of situations when it makes good sense to include an interview with a sales candidate’s spouse.

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Two Critical Tests for Sales Candidates (Part 2)

    Two Critical Tests for Sales Candidates (Part 2)

In part one I expressed my despair that companies don’t do a more thorough job of selecting salespeople. My concerns

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Two Critical Tests for Sales Candidates (Part 1)

    Two Critical Tests for Sales Candidates (Part 1)

When hiring for a position as critical as sales, I’m always surprised that companies don’t take the time to test

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Mandatory and Desirable Criteria for Hiring Salespeople

    Mandatory and Desirable Criteria for Hiring Salespeople

When you’re actively looking for a new salesperson, not everyone who passes over your electronic threshold is a prime candidate

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Hasty Hiring Decisions Can Be Costly

    Hasty Hiring Decisions Can Be Costly

An article in the Harvard Business Review pointed out that 43% of hiring decisions are made within the first 4.8 minutes of the interview. Talk about the importance of a

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