November 18, 2011
When shifting a sales professional to a Sales Manager role, consider it a “job change” more than a “promotion.” The skill set and responsibilities are uniquely […]
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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 […]
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 […]
September 20, 2010
Businesses tend to retract during recessions. Then once the recovery begins, they expand. Unfortunately, many businesses fail to expand soon enough and thus are unable to […]
May 9, 2010
Have you ever heard the following? My sales reps can’t sell. They don’t prospect for new business. They can’t close. They don’t seem motivated to earn […]
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 […]
March 19, 2010
Jack Welch says, “. . . hiring people is brutally hard. New managers are lucky to get it right half the time. And even executives with […]
January 8, 2010
Setting realistic sales quotas are important to the success of your sales compensation plan. But, how do you determine the right quota amount ? Ask yourself the following […]
November 9, 2009
Hiring top talent does not just happen miraculously. It requires a diligent effort to first define job performance expectations and then to source candidates based on this criteria. The following […]
March 1, 2009
Sales is in style this season. Sales is a classic, like a navy blazer or black dress, it never goes out of style. Yet, this season with […]