Getting Objective and Specific Information on Candidates

| September 29, 2013 | 0 Comments

The best sales organizations are using objective information – that is specific to their organizations and the type of sales force they want. Without this information there are two possible issues in your selection process. First, without the objective information – provided by validated assessments – you could be missing important details about the candidate. […]

Eliminating Personal Bias in Sales Selection

| March 22, 2013 | 0 Comments

One of the most interesting and sometimes frustrating thing I encounter when working with hiring managers for sales people – is personal bias. Now in this example this is a separate discussion from diversity issues or bias – which is a topic all by itself. All people should be allowed a fair opportunity to be […]

Are Behavioral Interview Questions Enough?

| March 4, 2012 | 0 Comments

Keep running into a form of this question with many human resource people and some hiring managers. They question the need for anything else other than behavioral interview questions. My thoughts are simple. You need more information that just the results of the interview questions. Now, before you get excited and start negative comments all […]

Hiring Team-Member Sales People

| February 19, 2012 | 0 Comments

Ran into some interesting situations recently with a company using a team selling approach. This requires looking at both the existing team members and possible candidates with a slightly different view. Most sales people and for that matter, sales candidates are hard driving and usually possess a “lone wolf” need which comes from their internal […]