The 3 Goals for Your New Hire: How to ensure your new salesperson gets off to a fast start

Hire the Best - Use for Web applications, emails, etcPreviously I wrote about Stephen Covey’s success habit #2, Begin With The End In Mind, and how that related to ensuring a successful hire of your next salesperson.  Once you get them hired, the question is how do you get them off to a fast start.

To ensure you and your new hire are on the same page, set goals in three areas:  revenue, activity, and learning.  Reset these objectives as frequently as required to master what they know, do and use to be successful. read more

Don’t Forget Habit # 2 When Hiring Your Next Salesperson

Hire the Best - Use for Web applications, emails, etcWhat do you want this person to accomplish? I asked my client.  “I need this person to hit the revenue mark for their territory,” he stated.

“So, if they do this by giving away margins, or most of revenue coming from one or two customers, while not doing their sales reports, failing to turn in expense reports on time, and being late for sales meetings, under these conditions would hitting their revenue mark be ok?” I asked. read more

Find Me the Ideal Boy Scout

Hire the Best - Use for Web applications, emails, etcHere’s my hiring process, my client said, “I collect all the resumes that come in and I put them in a stack on my desk.  Then I sort through that pile and separate them into two stacks, the good resumes and the bad resumes.  Next, I throw the bad resumes away and then I turn to my credenza, take out a bottle of Jack Daniels, take two shots and sort through the “good” resumes in hopes of finding the one or two I want to interview.  The problem with my process, Jim, is that I am comparing the best of the worst.” read more