Browse Tag

hiring practices

Write an Ad That Attracts “A” Players

Hire the Best - Use for Web applications, emails, etcA lot of employers find it hard to find and hire good people. Over the years, I have learned that good people are attracted to the company just as much as they are found by it.  In order to attract “A” players, you have to be attractive.  “A” players are not attracted to the same things as “B” & “C” players, yet most employers write ads that appeal directly to those “B” and “C” players. read more

Why You’re Missing Out on Hiring “A” Player Salespeople

Hire the Best - Use for Web applications, emails, etcEveryone tells me they want to hire “A” Players and at the same time they are ill-equipped to do so.

First let me define “A” Players .They are typically only the top 6% of the sales population.* Below are some defining characteristics of “A” Players:

  • Head down focused on driving results
  • Not looking for a job or, at best, passively looking
  • Has a track record of success and not just during good times
  • Committed to success in their sales career
  • Have the desire to be successful in their sales career

This list would also include attributes like; they do whatever it takes, keep score themselves, hate to lose, etc.—but that is for another article. read more

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

Five Strategies for Accurately Evaluating Your Sales Candidates

Hire the Best - Use for Web applications, emails, etcI have interviewed salespeople for over 35 years, and during that time I’ve developed some insights on effective interviewing methods.  Here are five of my strategies that will enable you to better evaluate the salespeople you are interviewing:

1. Take time to evaluate salespeople using different methods.

Here is our preferred process at Performance Group: read more

What It Takes for Your Salespeople to Perform Better: Do They Need Coaching, Training or Both?

Hire the Best - Use for Web applications, emails, etcOne of the challenges of sales management is the constant need to improve your sales team’s performance.  However, when you do invest in their development and they fail to execute on what appears to be the simplest techniques, you say to yourself, “How hard can this be?”  When this happens what it should affirm is that they need additional coaching or training.  The question is which one, coach or training?  The reality is that some of your salespeople need coaching, some need training and some need both. 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

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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How Competitive Do Your Salespeople Need to Be?

Playing football in high school, I was elected to All-Conference First-String Offensive Tackle and All-State Second-String Offensive Tackle.  The offers rolled in and school visits were scheduled with NCAA Division I schools.  Being from Illinois and because it was close to home, the first stop was Northern Illinois University in DeKalb, which was a Division I program back then. read more

The One Success Trait Salespeople Need Today To Ensure Their Tomorrow

Hire the Best - Use for Web applications, emails, etcBefore he was Conan the Barbarian, the Terminator and the Governor of California, Arnold Schwarzenegger was a world champion bodybuilder.  He arrived in Hollywood just as the film industry was in the middle of a transition.  The making of movies use to be controlled by the studios, then by the stars, and now, by the box office. This means the investment required for the production of a film is so large today that the producers and the studios cannot afford to make a mistake. To ensure they get a ROI, everything is measured and managed. Sound like your industry? read more

Selecting the Right Salespeople

Hire the Best - Use for Web applications, emails, etcOne of my career moves required moving my family from the Midwest to South Florida.  That was culture shock enough for my wife and me but our children were in middle and high school at the time.  We knew switching schools, making new friends and trying to fit in would be a little stressful for them. read more

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