April 4, 2011
Peter Drucker estimates that two thirds of hiring decisions might be mistakes. A resume tells you about a person’s past and an interview provides a current […]
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November 14, 2010
The first step in defining a sales position is to determine the sales style. Sales style is “how” you go to market, or how you “want” […]
October 2, 2010
Trusting your gut is not a good strategy for hiring sales professionals, unless you want to wast valuable time, money and resources on people who can […]
April 18, 2010
One reason sales reps are difficult to hire is they tend to have high “relationship effectiveness.” In simple words, they are “likeable.” They convince us early on […]