Tag: Human Resources

3
Apr

Yet Another 10 Revealing Interview Questions to Ask Sales Candidates

Before hiring a sales rep, conduct an apples-to-apples job comparison. Line up the structure and activities of your sales job and your candidates current or previous sales job. Note any differences between the two jobs. Good interview questions enable you to do this. It’s easy to assume your sales candidate facilitated the same sales process and had a similar sales culture

Read more

20
Mar

Avoid this Sales Rep at All Costs

Hiring sales reps is not easy. My client was preparing to hire a highly recommended industry veteran for their sales team. All indicators were that this sales candidate was a perfect fit for the role. They had a track record of success, tenure and multiple recommendations. This would have been an easy hire with minimal concern. Management had great expectations that

Read more

12
Feb

Hiring this Sales Rep is a BIG Mistake!

Recruiting and hiring good sales reps poses a big challenge for business leaders. They can be hard to find, hard to manage and hard to keep. There are many facets to a successful sales rep that must be considered when hiring. You must have the means to explore those traits (drive, personality, thinking patterns, decision-making capacity, etc.) to ensure you’ve

Read more

27
Nov

Company Hires “Superstar” Sales Rep. It Doesn’t End Well. [Sales Story]

Hiring good salespeople is a challenge. There are so many factors that can contribute to a sales reps’ success or failure. In fact, just one or two small things can derail their job performance. That’s why it is so important to acquire as much relevant information during the hiring process to make a well-informed employment decision. When hiring sales reps,

Read more

2
Oct

Another 10 Revealing Interview Questions to Ask Sales Candidates

This is a follow-up to my previous article: 10 Revealing Interview Questions to Ask Sales Candidates. This article focuses on making a job comparison between your current sales job opening and the job previously held by your sales candidate. The goal is to find out how similar (or not) the job tasks required for your job compare with the job

Read more

24
Jul

10 Smart Ways to Overcome the Most Common Sales Training Problems

Sales training can be highly effective. It can also fail to provide the ROI you expect. Here are 10 reasons why sales training doesn’t work, and the solutions to help you implement a successful sales training program: Problem #1: Too much content, too little time – The human brain can absorb only a certain amount of information in a day. But

Read more

18
Jul

9 Reasons Why Top Salespeople Leave

Finding good salespeople is hard enough. Losing a good one can really sting. According to Harvard Business Review: Estimates of annual turnover among U.S. salespeople run as high as 27%—twice the rate in the overall labor force. Of course, that statistic includes both good and bad salespeople. Your top performers are the anchors by which you continue building a sales

Read more

22
May

Avoid the Wandering Sales Candidate

Hiring salespeople is difficult. In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing on common: they interview well. You struggle when hiring good salespeople but experience frustration when they fail to meet their sales goals. Here is another example of a type of sales candidate you’ll

Read more

15
May

Beware of Hiring the Golden Child

In this series, I identify a group of sales candidates who you might hire, but fail to meet expectations. They all have one thing on common: they interview well. You struggle to hire good salespeople but experience frustration when they fail to achieve their sales goals. Here is another example of a type of sales candidate you’ll want to avoid…

Read more

21
Apr

Never Put This Person in a Hunter Sales Role

In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing in common: they interview well. You struggle to hire good salespeople but experience frustration when they fail to meet their sales goals. Here is another example of a type of sales candidate you’ll want to avoid for

Read more