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Employee Retention Starts the Day a Candidate Says Yes

Hire the Best - Use for Web applications, emails, etcThere are 4 stages in the hiring process: Identification, Sourcing, Screening and Recruiting. By the time you get through those stages, you’re exhausted and can’t wait to get back to doing your job. Just when you want to get back to normal, your candidate is in anything but a normal state.

Here is what I have learned from 30+ years of hiring “A” players. First, they have to divorce themselves from their current relationships—both customers and co-workers—and they have to keep their spouse reassured that this was a good move for them. In addition, your “A” player has to contend with his employer’s efforts to retain them by offering increased pay, more responsibility, more accounts, a better territory or a promotion. read more

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. read more

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. read more

Issues, Problems, and Opportunities: Which one is it for you?

Hire the Best - Use for Web applications, emails, etc“We hired some salespeople and not everyone worked out,” the conversation started.  Where have I heard this before I thought to myself?  Oh I know… almost every conversation I’m in starts out this way.  “Not unusual,” I stated, “How can I help?”  “We need a pre-hire screening assessment and I heard you can help us out with that.” read more

How Did That Happen? How to Avoid Performance Surprises

Hire the Best - Use for Web applications, emails, etcIn church the other day I overheard a conversation. “You appear to be happy and content most of the time, how do you do that”,a congregation member asked of the minster?  “I have no expectations of people”, he responded.

While this may work for the minster, listening in on this conversation put into perspective for me why leaders frequently feel disappointed in the performance of their people. It’s the expectations we have. read more

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