Finding salespeople who will perform exceptionally well is a big challenge for many sales organizations. When dealing with sales people who are trained at selling themselves, it can be tough enough simply knowing who to speak with so it can be extremely valuable to have a method of quickly deciding who is worth your time
Interviews are the staple method for most companies when hiring sales staff and often there are multiple interviews conducted by different team members of the hiring company. Some companies will take the screening process a step further and conduct in depth reference checks. All of this is done to ensure the new hire is the
We know we sound like a broken record on the evolution of sales. Selling is not the same as it used to be. Just 20 years ago, golf memberships, long lunches and snazzy promotions had a huge influence on customer decisions and Herb Tarlek’s character on WKRP in Cincinnati was a funny depiction of the
The pool of top sales professionals who want to join a company that doesn’t look “high performance” is about as small as the market for buggy whips. Small. When it comes to hiring, the better your company looks, the more interest it will attract from job seekers, which means you have to go beyond the
The three most common sales hiring mistakes which result in sub-optimal sales hires, missed targets, and staff turnover. 1. Poor understanding of selling environment 2. Unstructured hiring process 3. Not looking in the right places To read a transcript of this video click here… Full transcript of the interview. Avoiding the Three Most Common Sales
A surprisingly high number of sales people aren’t well prepared when they attend job interviews, perhaps because they don’t do it that often, but when you see one who makes a great presentation, it should give you some insight into how they will prepare for customer meetings. While this is not always the case –
I ran across this great post What Really Motivates Sales People. The author, Jim Keenan, a sales exec who also writes the A Sales Guy blog, shares thoughts about the significance of money in motivating sales reps. He also shares comments from members of his LinkedIn group. The bottom line from his perspective is that
Geoffrey James at the Sales Machine recently interviewed Michael Dell and posted his interview. I have included some of the most interesting comments from Dell. On Competition: “Sometimes it’s a battle, but sometimes we’re clearly working with a number of companies to grow an industry. I think the leading companies tend to be able to
A couple of weeks back I was a presenter on a panel hosted by the Canadian Professional Sales Association. I was joined by Brian Jeffrey, author, sales consultant and founder of Salesforce Assessments Ltd., Margo Crawford, Director of Business Operations at Meriton Networks, and Bill Garbarino, a Professor at the Algonquin College School of Business.
Sales leaders are always looking to promote talent on their teams strategically. So, what makes a representative stand out to them? And how can you position yourself for a promotion negotiation your boss can’t say no to? Here are the four steps to promotion negotiation prep that we recommend: #1 Prove That Your Value is
