Tag: sales assessment

2
Jul

7 Ways to Fix Underperforming Sales Reps Right Now

Identifying the root cause of underperforming sales reps is always the first step. Avoid applying an impulsive decision like throwing more training at them or quickly terminating. Take the time to uncover why they’re not performing then apply your remedy. The best place to start is to determine if your sales rep is actually wired for their sales job. If so,

Read more

24
May

13 Serious Questions You Need to Ask Before Hiring Your Next Sales Rep

You need to conduct a competitive comparison of your candidate’s previous sales job and the one they’re applying for at your company. Here are some questions to consider before hiring a HUNTER sales rep – especially someone from within your industry. 1. Did they inherit customers to sell to? Will you offer your sales candidate a book of business with

Read more

24
Apr

Can I Fix This Unmotivated Sales Rep?

Is it possible to fix a motivation problem with a sales rep? Answer: Sometimes. First, it depends on if the motivation issue is due to an external factor, such as: unfair change in compensation, overbearing sales manager, poor customer service of products sold, etc. Too often, sales reps underperform due to factors like these which are outside of their control.

Read more

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

27
Mar

Watch Out for This Tricky Sales Candidate

In this series of articles, I identify types of salespeople who 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 one example of why this happens… The Sheep in Wolf’s Clothing This salesperson exhibits a very

Read more