At a recent presentation, a member of the audience came up to me right before I went on stage and told me, “The most important thing to interview for is attitude!” This person is not alone in their belief that attitude is a key hiring requirement. The problem is, IT’S NOT TRUE! Now before you […]
Interviewing Sales Candidates
Interviewing sales candidates does not need to be a mystery. View this as a chance to significantly improve your sales team. Unfortunately, most Sales Managers simply “wing it” when it comes to choosing the best salespeople. And that approach almost always leads to problems. Interviewing sales candidates is different. The person in front of you […]
Sample Sales Interview Questions
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 […]
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 […]
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 Business Owners’s Most Important Decision
Imagine this situation. You are competing against two other firms for the same piece of business. One firm is the 900-pound guerrilla in your market, and the other is a competitor of about the same size. You have the best technology, the big company has the most market share and brand recognition and the third […]
Are Your A Victim Of Fake Enthusiasm?
Imagine your sales candidate walks in your office – steps right up to your desk – looks you square in the eyes – and gives you a firm handshake. It doesn’t get much better than that! But in reality, you might have just taken the first step down a very slippery slope.
6 Questions To Ask Every Sales Candidate
Hiring new salespeople can be challenging in the best of times and darn right scary in the worst. There is a lot riding on getting the right person. The cost of making a mistake is astronomical in both time money and personal anguish. It doesn’t need to be mystery. Here are six questions that need […]
