Sales interview questions have always been a mystery. If you read 10 different articles, you get 10 different opinions on what you should and should not ask in your interviews. The sample sales interview questions I share with you in this article are those that have been proven over the past 30 years to work. […]
Sales Recruiting
Sales recruiting is one of the more critical aspects of growing a successful sales force. As a sales manager, good sales people are needed to address business needs. And yet most everyone treats recruiting as a necessary evil only to be done when absolutely necessary. Adopting a different philosophy about recruiting sales talent can provide […]
Hiring Salespeople
Hiring salespeople who are successful can be the difference between success and failure in a business. Building a great sales team cannot be left to chance. If you are like most Sales Managers and Executives, you have struggled with recruiting, interviewing and hiring great sales talent. Too many people suffer through the 80-20 rule where […]
Don’t Ask Everyone The Same Questions
Don’t Ask Every Candidate The Same Questions Just recently I ran across a white paper that listed the top 100 questions you should ask a sales candidate. In the intro, it was suggested to use these as the standard questions asked of every candidate. The reasoning was this approach empowers you to compare candidates.This is […]
Sales Assessment Testing
Sales Assessment Testing “How To Use Sales Tests To Hire Better Salespeople” Use of sales assessment testing instruments can be valuable for your hiring process when implemented properly. Any process that adds quality data to help you make better hiring decisions should be considered. Sales personality tests and other assessment tools can contribute greatly to […]
Resume Reading
Resume reading can be the difference between hiring a great person and perhaps missing a true gem. Unfortunately this is a skill that most people have never developed. Here is an interesting statistic to prove that point. In researching this article, I used Google’s keyword tool to see how many times people were searching for […]
Do You Have The Right Employees To Take Advantage Of The Coming Boom?
Good market. Bad market. Nothing has changed. It still remains that the only sustainable competitive advantage is the quality of your people. No one knows when the current market problems will take a turn for the better. But, only a complete cynic believes that it won’t. Those organizations that have prepared and have the right […]
Sales Hiring – Looking For The Magic Bullet
I received a request this week from a sales executive who wanted to know what he can give his field sales managers to help them do a better job of hiring. He was looking for the magic bullet “Do this and all your problems go away!” I wish it existed. The best solution is
The “One-Question” Interview Does NOT Work
As part of my research on the subjects of recruiting and hiring I follow numerous blogs and websites. I have dozens of Google Alerts for various keyword related to interviewing and hiring. This helps me keep up on the subject and also protect you, my loyal readers, from destructive advice. A post crossed my desk […]
Hire Slow Fire Fast – Wrong
Take your time when you hire but be certain to fire fast. It seems like Moses brought this message down from the mountain. People have been repeating it for so long that it has taken on an aura of correctness. Too bad it is wrong. Let me show you what I mean. I had a […]
