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Category Archives: Sales Management

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The-Cold-Call-Is-Dead_Long-Live-the-Social-Hat-Tip

The Cold Call Is Dead: Long Live the Social Hat Tip

Sales ManagementBy Tim SandersApril 16, 2013

Why do we use social media, be it personally or professionaly?  To be heard. This was my takeaway from the recent Edison Research survey, which indicated that 25% of Facebook users visit the network five times or more a day.  And when they visit, they pay more attention to interactions with their posts than the…

The-Boring-Part-of-Onboarding-a-Salesperson

The Boring Part of Onboarding a Salesperson

Hiring Salespeople, Sales ManagementBy Brian JeffreyMarch 3, 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.…

Onboarding-Salespeople-for-Fun-and-Profit

Onboarding Salespeople for Fun & Profit

Sales ManagementBy Brian JeffreyFebruary 1, 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…

How-to-Find-Out-If-They-Can-Sell

How to Find Out If They Can Sell

Sales Issues, Sales ManagementBy Brian JeffreyDecember 10, 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…

When-to-Interview-the-Sales-Candidates-Spouse

When to Interview the Sales Candidate’s Spouse

Hiring Salespeople, Sales Issues, Sales ManagementBy Brian JeffreyNovember 24, 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…

Two-Critical-Tests-for-Sales-Candidates-Part-2

Two Critical Tests for Sales Candidates (Part 2)

Sales Issues, Sales ManagementBy Brian JeffreyNovember 12, 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…

Two-Critical-Tests-for-Sales-Candidates-Part-1

Two Critical Tests for Sales Candidates (Part 1)

Sales Issues, Sales ManagementBy Brian JeffreyNovember 5, 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…

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Multiple Models of the 16 Personality Types

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