Browse Tag

recruiting

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

Do You Want to Hire Entrepreneurs or Employees?

Hire the Best - Use for Web applications, emails, etc“I want someone with an entrepreneurial mind-set in this position,” a client recently stated.  I’ve heard this comment many times before, and it triggers my cautionary response, “Are you sure?”

Too often we believe we want attributes like self-starting, proactive, and organized in a person. In other words, we are looking for someone who fits the “entrepreneurial” mold without really defining the desired behavior exhibited by a person who could have these attributes. read more

Getting Better at Interviewing Salespeople

Hire the Best - Use for Web applications, emails, etcIf you are like most managers, you were promoted to your position because you were proficient at you job.  Top salesmen get promoted to sales managers, top engineers get promoted to chief engineers, top accountants become partners in their firms, etc.

To stay proficient at your role as a manager, you have to make the shift from getting things done yourself to getting things done through other people.   There are a lot of competencies you must master in order to be successful at this and at the same time, it can be narrowed down to just three.  They are your ability to lead, to delegate and to choose your team. 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 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