Posted on 03 March 2011.
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 on the topic of onboarding salespeople.
For the uninitiated, “onboarding” is what happens after you successfully complete the arduous process of hiring a new salesperson. It is also something that most companies do poorly.
I mentioned that this is part of a trilogy, sort of the third leg of a three-legged milking stool. The first article — The New Hire – Doing It Right — provides an outline of the sales-related items that a new hire needs to know if you are to get the biggest bang for your hiring buck. Continue Reading
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Posted in Hiring Salespeople, Sales Management
Posted on 01 February 2011.
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 gems of wisdom titled The New Hire – Doing It Right where I provided an outline of the sales-related items that a new hire needs to know if you are to get the biggest bang for your hiring buck. Continue Reading
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Posted in Sales Management
Posted on 10 December 2010.
No sales candidate is going to tell you that he doesn’t know how to sell, even when he doesn’t know how. That’s because he thinks he does know. So it’s up to you to figure out if he really does.
I know that it sounds a bit corny to ask a sales candidate to sell you a pen or a coffee cup. But think if it for a moment. If he can’t sell you something as simple as that, how will he ever sell your stuff? Continue Reading
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Posted in Sales Issues, Sales Management
Posted on 24 November 2010.
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 you’re seriously considering hiring a salesperson from a competitor. The salesperson may be playing you off against his current employer for a raise. Asking to include the spouse in the hiring process helps gauge how serious the person is. You don’t bring your spouse to a meeting you aren’t serious about. Continue Reading
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Posted in Hiring Salespeople, Sales Issues, Sales Management
Posted on 12 November 2010.
In part one I expressed my despair that companies don’t do a more thorough job of selecting salespeople.
My concerns stem from my years in the sales training business where I was too often brought into a company and asked to basically train pigs to fly. They wanted to train salespeople who, at best, should have been selling something else, and at worst, should not have been in sales at all. Continue Reading
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Posted in Sales Issues, Sales Management
Posted on 05 November 2010.
When hiring for a position as critical as sales, I’m always surprised that companies don’t take the time to test candidates better than they do.
I recognize that the HR department is ill equipped to test salespeople beyond the standard personality or temperament assessment but, even then, most seem loath to use these tools. It’s as though they are showing a weakness if they have to use a tool to help with the hiring process. And that they are supposed to be able to divine the keepers from the ones they should be throwing back. Continue Reading
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Posted in Sales Issues, Sales Management
