The One Performance Question Every Hiring Manager Should Ask

Hire the Best - Use for Web applications, emails, etcMost of my day is spent working with clients and part is spent with candidates they may want to employ.  The one piece of advice I give to every candidate that is going to interview with the hiring manager is to ask this question:

“If we were meeting here one year from today and you were to say that I did a good job this past year, what would have had to happen in order for you to say that?  Now not an exceptional job but also not a poor job but rather a good job?”

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How to Effectively Screen Sales Candidates

Evaluating sales candidates can be one of the most challenging tasks because candidates are trained and skilled on how to present.  They know what to say, what not to say, how to read people and present the best features and benefits about themselves!

While screening may be a step in your hiring process, I propose that every step have a screening element built into it.

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The One Sales Number You Should Know

Hire the Best - Use for Web applications, emails, etcYou are on top of your business; you know the numbers that drive it and you keep score.  At the same time, if you are in a sales leadership role, you probably don’t know the one critical number.

What is the cost of hiring the wrong salesperson?

Did I just hear a groan?  If that was you, then you probably need to know this more than most because deep down you know this is costing you a lot– but you don’t want to confront reality.

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Would You Hire Tim Tebow?

Hire the Best - Use for Web applications, emails, etcTim Tebow was the Florida Gators’ starting quarterback who, in 2007, became the first college sophomore to win the Heisman Trophy.  In 2008, Tebow led Florida to a 13–1 record and its second national championship in three years, and was named the offensive MVP of the national championship game.  The Gators again went 13–1 in 2009, his senior year.  At the conclusion of his college career, he held the Southeastern Conference’s all-time records in both career passing efficiency and total rushing touchdowns, appearing second and tenth (respectively) in the NCAA record book in these categories.

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How Will They Respond?

Hire the Best - Use for Web applications, emails, etcHow will they respond?

How people respond in an interview is more important than what they know.

When interviewing, most candidates know the “correct” answers to your questions. This is especially true when interviewing salespeople.

Because of this, you need a process that gets past what they know, and forces them to share what they will actually do.

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How Long Should It Take for a Salesperson to Get Up to Speed?

Hire the Best - Use for Web applications, emails, etcOn a late summer evening my wife and I were sitting on the patio with friends discussing what typical young families discuss, our children.  Two of our friends worked for the school district, providing learning resources for teachers, parents and students. One of them leaned over to me and told my wife and I that we’ll have challenges with our youngest child.  Based on her training and observation of our child, she had observed there may be a learning disability.  Our child was two at the time, and as soon as the age to be formally evaluated came around, we found out that what our friend had indicated was true.  Based on what we learned from the evaluations, a plan was put into place and resources were provided. Through constant monitoring of this plan, my wife was able to make adjustments through the years and our child graduated high school in the top of the class as an honors student, regardless of the learning disability.

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What Do You Want Your Sales Managers To Do?

Hire the Best - Use for Web applications, emails, etc“Hit the numbers!” is how most people respond.

While this is true, it really doesn’t answer the question.  Hitting the numbers is the net effect of what the sales manager does.

Most employees arrive in the sales manager role by continuously being a top revenue producing salesperson. To successfully make the transition from salesperson to sales manager, you have to switch your thinking.  A salesperson creates revenue and a sales manager drives revenue.

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The One Question You Never Ask In An Interview But Should

Hire the Best - Use for Web applications, emails, etcWhat do you value? Most of us are never asked this question when it is one of the most important questions to ask ourselves and our candidates.

So answer the question; what do you value?

If you are like most people, you’ll start with honesty, integrity, relationships, and other easy layups.

Look around your office and think of your home surroundings. Look at what you wrote checks or swiped your credit card for in the last year. When you do that, you’ll start to see what you truly value.

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Why You Are Missing Your Revenue Targets

Hire the Best - Use for Web applications, emails, etcThe short answer is, you are not staffed right.

The sooner you accept this reality, the sooner you start your journey of never missing another revenue target.

This is the “why” behind the short answer…

It has been my experience that we typically fill a sales role based on the experience we feel the person needs in order to hit expectations. While I agree this is part of the equation, it is not the full equation.

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Compensating Salespeople

Hire the Best - Use for Web applications, emails, etcRecently, a client created a new position and asked us to conduct a search to help them fill the position.  Since this was a new position, and I’m in tune to the marketplace, they asked for my input on how to compensate for this role.  I’ve designed numerous compensation plans for my clients and for my own company.  Here is the advice I gave my client.

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