|
Beyond Interviews - Stack the Hiring Deck in Your FavorAuthor: Barrett RiddlebergerIt's quite unnerving to look back on a sales person's first six months and realize that the interview was that employee's career highlight. Too often, sales leaders make a hiring decision based on how well a candidate performs during the interview, rather
Are Top Salespeople Born or Made? Author: Jacques WerthThat is the question that was posed by a writer for amajor trade publication. He also asked me if people should adapt their sales approach to the personality types of their customers. Here is how I answered him...
Effective Sales Interviews: Using Key Sales Performance Indicators to ‘See if the Shoe Fits’Author: Jeff Hardesty In competitive industries, sales employee turnover water runs deep, averaging 30-70% per year. That results in a measureable hard dollar cost. With proper strategies, process and support tools, that cost can be minimized, and it all starts with the interv
Finding The Right Sales Talent For Your CompanyAuthor: Lee B. Salz Hiring sales talent is one of the most critical activities performed in a company. However, few are adept at hiring the right people for their firm. Companies spend tens of thousands of dollars defining their ideal client and how to reach them. Are you hi
Seven Job Interview Questions to Find Your Next Sales StarAuthor: Marie Warner Recruiting one sales person in today's competitive employment market typically takes thirty hours of administrative effort, fifteen hours of direct sales management time to screen and interview, plus forty hours of productivity loss by other sales employe
It's Hiring Time AgainAuthor: Gil Cargill Reseach shows that 80% of sales people and sales executives change their job during the first quarter of any calendar year. Regardless of the reasons, we are heading into the time of year when many salespeople are looking for new jobs. Now is your chance.
Red Flags Of Sales Recruiting: No Need To Take Action-Don't Hire Them In The First Place!Author: Thad Greer Looking back at the interview process, most sales managers will admit they recognized the red flags that ultimately lead to the downfall of a particular candidate after they have already been hired. You can save yourself a lot of frustration by recognizin
Sales Management: Recruit Your Way To The Top! Author: John BoeEssentially a sales manager's primary responsibility is to recruit, train and motivate a sales force to achieve peak performance. Of these three vitally important tasks, recruiting is the least understood and by far the most challenging component for succ
Fishing For Whales: Identify Sales Performers Author: Jeremy MillerEarly in my career, I learned that closing a large deal was just as easy as closing a small one. So what makes a sales person a top performer? If it's not training and it's not sales tools, how do you determine the potential of a seemingly high caliber ca
Why Performance-Based Recruiting Produces Top Sales PerformersAuthor: Alan RiggIf you want to improve the overall quality of your sales candidate pool, shift your focus AWAY form education and TOWARD performance-based measures. Here is an outline for a recruiting process that focuses on performance-based factors...
How Effective is Your Capture Strategy? Author: William G. RadinManagers at all levels complain of their difficulty in attracting the best people while their competitors seem to gobble up talent like twinkies. The first thing to evaluate is how your company is currently addressing the needs of today's candidates...
Sales Recruiting: How to Hire More Top Sales Performers Author: Alan RiggSales managers are frequently complaining about the standard 80/20 performance issues on their sales teams. What is it about top sales performers that enables them to achieve such vastly superior results? After correlating hundreds of thousands of assessm
Recruiting Excellent Job CandidatesAuthor: David LeonhardtDespite the fact that there are innumerable people seeking positions of employment in the 21st century, it often seems to a typical recruiting agency that qualified men and women are few and far between. Here are six easy steps that firms should keep in m
Recruiting is a Contact SportAuthor: Michael BeckThe importance of recruiting services has never been so clear. There are many ways to reach the people you need to fill your jobs. Some of those ways are active, whicl some are passive. In this competitve market, can your business afford to not be doing b
Managing the Recruiting ProcessAuthor: Robert PalmerAfter 25 years in the recruiting business, I have never seen two recruiting firms have the same recruitment process. So how do you identify a successful recruiting process?
How To Pick The Right Recruiting ServiceAuthor: John MorrisThe importance of recruiting services has never been so clear. Many employers still believe they can hire employess without resorting to third party services. In this competitve market, can your business afford it?
RECRUITING? START BY ASKING THE RIGHT INTERVIEW QUESTIONSAuthor: Michael Brooke, Ph.DMost people make poor decisions as they hire the person they think they are going to like rather than the right person. Money spent at the front end is likely to be far less than money spent getting rid of the wrong person.
Planned Recruiting Can HelpAuthor: William von AchenThe growth in the number of recruiting options available has made the competition for top candidates even more fierce. Here are some tips for ensuring that your recruiting effort produces results...
The 5 Best Hiring Practices For Every Small BusinessAuthor: Grant D. RobinsonWhether you still have the motivation to meet your potential this year or you've given up and are waiting until 2007 to take the necessary steps, this article contains the quickest and easiest way to improve the productivity, sales and profitability of yo
How To Write An Effective Online Employment AdvertisementAuthor: Tracey Bowyer Nearly every candidate looks for jobs on the Internet first. The job summary is the most important part of your whole ad. If it doesn't grab attention and compel the reader to click through to your full ad, then your race is lost before it begins.
More Articles....
Get The Sales Job You WantAuthor: Lee SalzIf you are in sales, pursuing a new job is much like pursuing a sales prospect. Your marketing tools have to present you in the most relevant light. This article tells you how to effectively use them. BRAG BOOK: WASTE OF TIME OR VALUABLE RESOURCE?Author: Teena RoseOn occasion, online forums reflect heated discussions on whether a brag book holds value or not. Much like the rest of the interviewing and job-search process, the book is only valuable if the interviewer perceives it to be. What that means is, not everyIn Sales, What Differentiates The Top 5% AchieversAuthor: Jonathan FarringtonAs you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer, what are their characteristics, where are their strengths, and what differentiates theSelling a Price IncreaseAuthor: Mark HunterEven the most sales savvy among us have been there: fighting back the nerves that materialize whenever we are faced with telling a customer about a price increase.
Reviving Prospects who Disappear into "The Black Hole"Author: Jill KonrathHave you ever had hot prospects who suddenly stopped returning your call? Then you know how disconcerting it can be - especially when they'd expressed so much interest in your product or service only days before. |
|
|
