Thursday, October 18, 2018

Transform Your Culture Using Customer Experience Change Agents

Previously, we had explained the value of incorporating a change agents network as part of your overall change management program. So you can imagine how thrilled...

Why Lunch Is A Bad Setting For Real Business

One of worst techniques you'll pick up in business is "let's do lunch." It sounds like a great device for conducting business, be it a...

Attention to Detail: 4 Tips to Increase Your Income

Details are the finishing touch that bring back your customers for future business.  A colleague of mine manages nearly forty commission sales...

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...

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...

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...

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...

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...

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 how. That’s because he...

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...

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 stem from my years in...