Sunday, June 24, 2018

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...

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...

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...

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 to avoid them (huge...

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 you’ve completed all the...

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 is great for people who...

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 over sales skills because...

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.The first situation is when...

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 for the job...

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...

Beware of the Gabber When Hiring Salespeople

Every now and then I get a call from one of my consulting clients who is all excited because he thinks he’s found the...

Hiring “No-See’em” Salespeople

You’re probably wondering exactly what is a no-see’em? These are salespeople that your customers don’t see. Usually they don’t see them because...

Choosing Which Candidate to Hire Between Equally Qualified Salespeople

Now here’s a problem most sales managers and HR professionals would kill for — two equally qualified sales candidates.Assuming that both candidates scored equally on...