by Eliot Burdett | Published on - February 24, 2009
There is a cliché that sales people don’t typically have the best resumes, so there is a tendency to dismiss or reduce the importance of the resume in sales hiring. And good selling is about the personal interaction anyway, right? Well, most of us don’t have time to meet everyone to find our whether they
by Eliot Burdett | Published on - February 9, 2009
Right now with a lagging economy, there are more sales reps on the street or looking for work. Many companies with open sales positions have a deluge of applicants, desperate to secure a job. Successfully screening sales applicants is one of the toughest jobs at the best of times, but when there is intense competition
by Eliot Burdett | Published on - November 6, 2008
A colleague pointed me to a great Seth Godin post this morning on hiring (thanks G): “It only takes 10% as much effort to hire someone in the bottom 90% of the class. And it takes the other 90% to find and cajole and retain the top 10%.” Many companies are lackadaisical about hiring, so
by Eliot Burdett | Published on - September 2, 2008
Great short post about how many recruiters fear sales assessments –> (Many Recruiters Fear Sales Assessments, by the Objective Management Group, a sales assessment company so it’s a bit of an advertorial). He is right that most recruiters, are not inclined to use assessments – and it should be no surprise, whether they are internal
by Eliot Burdett | Published on - June 11, 2008
Talk to any sales manager and they will tell you that hiring reliable sales people is one of the most difficult things to do. Even the ones who say they have a good hiring track record will typically admit that too few of their reps are at target. Why is that? What makes hiring great tech