Browse Tag

Hiring Process

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

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

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

The 6 Mistakes to Avoid When Interviewing Salespeople

Hire the Best - Use for Web applications, emails, etc“Not another interview,” I say to myself.

I’ve conducted ten interviews in two weeks and they were all duds.  Worst of all was being caught in interviews where I knew within the first ten minutes that the salesperson was not going to be a fit and wasting the next twenty-minutes being polite. read more

How to Keep “A” Player Applicants Engaged

Hire the Best - Use for Web applications, emails, etcRecently, Dr. Brad Smart, Founder of Topgrading, which is a proven method for hiring the “best of the best,” commented on my radio show, BizTalk, that the best people stayed put during the recent recession.  They were not willing to make a career move until the dust settled.  Well, it’s settled and in fact, the job market is picking up steam. The good news is “A” players are on the move again.  The problem is that you won’t see them. read more

Finding the People with Passion

Hire the Best - Use for Web applications, emails, etcThe first decision a person has to make is that they are going to leave their current position.  I call it the shower talk because, that is typically where I was whenever I realized it was time to move on.  I have always been passionate about what I do, except when I no longer want to do it.  Those were the times I took extra long showers in the morning because I did not want to go into the office.  Not being motivated to do what I was doing made me realize it was time to move on.  My work there was done or there was no longer an opportunity to grow.  It was at the moment, I decided to leave.  I did not quit that day, not even that month; I just positioned myself to accept the next opportunity when I found it. read more

Your Job Description Doesn’t Sell

Hire the Best - Use for Web applications, emails, etc“What’s your job?” I asked a friend who is an HR Director.  “Keep my managers legal,” was her matter-of-fact response.

I’ve never had a human resource person explain what they do so succinctly and her description put a lot of things in perspective for me as it relates to recruiting people. read more

Hiring Salespeople Using The Correct Criteria

Hire the Best - Use for Web applications, emails, etc“What does your gut tell you?” I asked my client about her potential sales candidate.  She stated; “I don’t believe he would be the right fit.”  “I would follow your gut,” I responded.

Two weeks later I received this email from her:  I’ve decided to move ahead with this candidate. ” Despite the fact that I told him I had other candidates he persisted in his follow-up.  I believe he will do very well here.” read more

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