hiring mistake

  • The Best Solutions for Hiring Great Salespeople for Your Company

    • August 28, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    These are all examples of inappropriate solutions to the simple question, “What is the best way to get there from here?”

    How about the simple question, “What is the best way to assure that the salespeople I am about to hire will succeed in the chosen role?”

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  • Hiring Salespeople Should Not be Like a Coin Flip

    • February 6, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Hiring salespeople does not have to be like a pot luck supper or a coin flip.  If you are selective instead of impulsive, good things will happen.  Take a look at the image below.

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  • Applicant Tracking and Sales Candidate Assessments Fit Like Ducks Take to Water

    • November 21, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Back to the Applicant Tracking analysis.  My first takeaway is that it validated what I knew only anecdotally –
    that just about every mid-market and large company are using cloud-based applicant tracking systems and smaller companies are quickly moving in that direction too.  It makes sense. If companies are using cloud-based job sites to source candidates, then it only makes sense that they would be integrating applicant tracking as well.

    My second takeaway is that with all of these companies sourcing from the cloud and tracking from the cloud, why aren’t more of them using the best sales candidate assessment in the cloud?  I have 4 possible answers to that question:

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  • Top 4 Reasons a Great Salesperson Can Fail at Your Company

    • October 9, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I asked the attendees if they had ever hired a great salesperson that still failed and everyone there said, “Yes!”  I asked if anyone could explain how or why a great salesperson could fail, and the group offered up many guesses, but weren’t able to come up with my top 4 reasons. Here they are:

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  • Surprising Statistics from the Sales Force Grader

    • December 22, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The actual results are even more surprising than the number of people (several hundred) that have already visited the FREE Sales Force Grader.

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