One of the most interesting thing I have found through the years of working with sales teams and particularly b2b sales teams is laid back appearing people can win BIG. That is right. Now to the fast paced sales manager who is not aware of either behavioral styles or workplace motivators, the only thing they [...]
Behavioral or DISC Assessments are Not Enough
If you are looking to hire real Sales Winners, then the practice of only using a behavioral or DISC assessment as the only tool of choice is a major mistake. Sure using only one assessment keeps your cost down, yet, how costly is hiring an unproductive sales person? If you are not certain of the [...]
If Your Sales People Sell to the C Suite of Executives – Do This
When your sales people are expected to sell comfortably to the C-Suite Executives then you need to have the sales candidates have a group as well as individual interviews with your executives. One of my used this technique very effectively in weeding out candidates who became nervous or had very poor rapport with a group [...]
Match the Style to the Model of Selling Used
I run into situations whereby a sales person is hired for a specific position and their were very successful with another company. Then after six months at their new company their results are no where near the expectations placed upon this individual. How can this occur with all the interviews and reference checks used by [...]
Hire a Great Attitude for Sales Success
This sales hiring tip should be a no brainier for sales managers. Yet, all to often, we slip up and hire someone with an “attitude” if you know what I mean. Okay, so what is meant hire someone with a great attitude? It is simply someone who is optimistic and positive in their thoughts and [...]
Sales Hiring Tip – Ask This Question
Interestingly enough many average sales people fall through the selection process into a sales position with no passion for the job. Granted the top sales people have a natural passion for their job and the position they are placed. They are the ones who are always at work, displaying high energy and enthusiasm for their [...]