Browse Tag

evaluating talent

How Committed is Your Sales Engineer to Being Successful

Hire the Best - Use for Web applications, emails, etcWhenever I conduct my Hire the Best Workshop, I always ask participants what a person needs in order to be successful in sales.  Typically, I will hear that they need to be:  a good listener, rejection-proof, a team player, organized, an effective communicator, have perseverance, be goal-orientated, have industry knowledge, be money-motivated, be self-motivated, etc. read more

Are You Wondering if You Have the Right Salespeople?

This week’s blog comes from guest blogger, Dave Kurlan. Dave is a top-rated speaker, best-selling author, sales thought leader and highly-regarded sales leadership expert.

Hire the Best - Use for Web applications, emails, etcWould you believe me if I told you that in a recent sales force evaluation, nearly 50% of the 300 inside salespeople were not in the right role?  Recently, we evaluated a large inside sales force and I thought it might be interesting to share some of the more unusual findings that were responsible for this sales team’s inability to achieve the revenue goals that the company expected from them. It isn’t uncommon to learn that salespeople are not in a role for which they are best suited, although it isn’t as easy to determine in sales forces when there may be only one role – like territory sales.  On the other hand, when we evaluate a company with multiple selling roles, our analysis will identify the best role for each salesperson and, as I mentioned at the outset, most on this sales force were not in the right selling role! read more

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. read more

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. read more

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. read more