Getting the sales hire wrong is a costly ordeal. There is a science to sales-force selection and part of the education in this area is knowing what NOT to do in hiring sales people. This is a must read article in that rregard.
One of the most commonly used tool to assess sales candidates is psychometric test. While psychometric tests is a great tool when applied to what bis was designed for, it is a inadequate tool when fashioned to identify the right sales candidate for your company. The best explanation I have found for the flaw in... Continue Reading →
Yesterday I spoke to the Distributors for Billington Wines in Washington DC. One attendee asked about my comprehensive guidelines for on boarding new salespeople during the first 90 Days. I believe that most companies set their new salespeople up for failure. I believe you should prepare your new salespeople for success.
If you’re tired of hiring salespeople who take too long to achieve mediocrity and more often fail to achieve anything noteworthy, some best practices may be in order. The following 10 Steps are the key to developing a process that yields consistency when hiring strong salespeople. It takes 1-2 days to show clients how to apply these steps to their businesses so please understand that this article simply identifies the steps.