Leader's Beacon : Knowledge is Power

Hiring Salespeople

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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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 to avoid them (huge timewasters). Whenever I’m tasked to do

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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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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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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

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Beware of the Gabber When Hiring Salespeople

    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

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Hiring “No-See’em” Salespeople

    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

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Choosing Which Candidate to Hire Between Equally Qualified Salespeople

    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 our Sales Temperament Assessment and

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