by Eliot Burdett | Published on - April 16, 2014
Most sales people like to talk. So do a lot of hiring managers, which is unfortunate when it comes to hiring sales people because assessing the abilities of a potential hire is difficult if they aren’t the ones doing the talking. Get Them to Speak While there is a tendency for many hiring managers to
by Eliot Burdett | Published on - March 21, 2014
When a hiring manager meets what appears to be a perennial top producing sales person, there can be an overwhelming temptation to go into full sales mode to get this person hired – especially if this person is working somewhere else which is almost always the case with top performing sales people (we call these
by Eliot Burdett | Published on - February 4, 2014
Interviewing sales people is just like interviewing candidates for any other position in your company. Right? Wrong. Sales professionals are wired to project a positive image since that is how they succeed – it is a key part of the profession that they chose. They are interviewed everyday by potential customers, and the good ones,
by Eliot Burdett | Published on - January 22, 2014
We don’t use IQ tests to evaluate sales people (we are more interested in predicting how they will behave and produce in certain situations), but we know that being smart usually is not a liability if a sales person has good sales DNA. I was curious to see who is using IQ tests in sales
by Eliot Burdett | Published on - January 8, 2014
For a lot of people hoping to land a new sales job, it is a priority to create a resume that is search engine friendly. Unfortunately, this often leads to resumes that are less succinct and are jammed with keywords which distract from the accomplishments and abilities of a salesperson. To those of us that