This article adapted from the book Sales Recruiting 2.0 – How to Hire Top Performing Sales People, Fast Is there any better icon of a winning culture than the New York Yankees? Each year they field a team expected to win it all and if they don’t get to the World Series, their fans are
The three most common sales hiring mistakes which result in sub-optimal sales hires, missed targets, and staff turnover. 1. Poor understanding of selling environment 2. Unstructured hiring process 3. Not looking in the right places To read a transcript of this video click here… Full transcript of the interview. Avoiding the Three Most Common Sales
A surprisingly high number of sales people aren’t well prepared when they attend job interviews, perhaps because they don’t do it that often, but when you see one who makes a great presentation, it should give you some insight into how they will prepare for customer meetings. While this is not always the case –
Most people don’t like to hear other people say “no,” but in sales it happens all the time. Does the ability to handle rejection have a direct relationship to sales performance? Absolutely! Insensitivity to rejection is one of the most critical attributes of highly successful sales reps. To continue reading this post, click here >>
One of our readers asked us whether they should hire a junior sales person or a telesales company. On paper, outsourcing the sales function looks quite attractive. Risk and costs are assigned to a third party that specializes in sales and management overhead is decreased. In practice things are a bit different and here is
In case you missed the presentation yesterday, here is a recording in which we share some of the concepts in our upcoming book Sales Recruiting 2.0 – How to Find Top Performing Sales People, Fast: Click here to purchase Sales Recruiting 2.0 – How to Find Top Performing Sales People, Fast from Peak Sales® Recruiting.
The age old rivalry between marketing and sales is never more contested than in the context of leads. We have all seen it. Marketing complains that sales can’t convert quality leads and sales complains that marketing provides poor quality leads. In an ever more internet-connected world, companies feel compelled to spend an increasing amount of
Some interesting points for employers hoping to find top performers via job boards. The downfall of this mass marketing approach is the complete lack of focus and specialization. Of course they get tens of thousands of visitors a day but do you care? When you are looking for a sales person it doesn’t matter how
I was recently interviewed by Inc Magazine on the topic of cold calling. Darren Dahl put together a great article on tips and techniques for improving cold calling success (see article here >> How to Improve Your Cold Calling). As an extension to the article, I have added some additional tips since our projects often involve
This is the time of year most people think about goals (of course, our readers think about goals year round). Whether you make detailed sales plans or tend towards goals that fit on a napkin, make sure to include the following hot topics in your thinking for 2010 sales goals. Besides the economy, how did
