sales candidates
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The Hidden Power of the Sales Candidate Follow Up Letter
- November 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You receive follow up letters from your sales candidates all the time, right? And you probably make notes in their files that they sent those nice follow up letters and you might even rank them higher as a result.
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Recruiting Strong Salespeople – The Sales Candidate Pipeline
- July 22, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
Recruiting Salespeople – again?
Yes. I cannot write enough about this!
But, as usual, I’ll address recruiting from a slightly different perspective this time – the candidate pipeline. Not to be confused with the candidate pool which is simply a single component of the pipeline.
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Bench Strength – The Key to Replacing Salespeople
- July 19, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Don’t put yourself in a position where you have to worry about your new salespeople. Once they’re on board, make sure you have a structured, effective 90-day ramp-up program to assure they succeed instead of setting them up for failure.
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Top 5 Sales Recruiting Observations of 2010
- June 29, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, I’ll make some observations about the sales recruiting activity taking place this summer that either reinforces some of the things I’ve said in the past, or modifies my original stance.
In no particular order, but of equal importance:
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Overcome Call Reluctance – Get Your Salespeople to Prospect!
- June 21, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As of yesterday, you asked your salespeople to make calls for a certain amount of time, or until they reached a certain number of attempts, conversations and appointments. Your salespeople that don’t experience anxiety over this had no problem and your call reluctant salespeople either found some other important thing to do, started but stopped, or lied.
If I apply this research to Prospecting, your reluctant salespeople are resisting as many as 4 things:
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Are You Looking for Salespeople with Entrepreneurial Spirit?
- May 26, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Is it reasonable to expect your salespeople to live and breath your business? To bring it up wherever they go? With whomever they meet? Should it be part of the job description? Would it be authentic? Would it help?
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Top 10 Tips for Hiring Salespeople for Your Sales Force
- May 24, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, we will discuss hiring for the sales force but not so much the “how” of it as much as the importance of doing it for the right reasons, at the right time and in the right manner.
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The Top 5 Factors to Predict Sales Turnover
- March 5, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Here are the Top Five Factors to Predict Sales Turnover / Longevity
The most important factor in predicting sales longevity is
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Sales Assessment Completion Time May Impact Validity of the Findings
- December 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How would you like to influence the development of our never-ending quest for improvement in our suite of world-class assessment tools? We constantly seek ways to expand our world-class insights, legendary accuracy, and real-world relevance.
I just reviewed some new data that shows the percentage of Sales Candidate Assessments that are completed in a particular amount of time.
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Recruiting – 4th of the 10 Kurlan Sales Management Functions
- November 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You must use an assessment – not just any assessment, but a world class, sales specific, predictive, customized assessment that will consistently identify people that will be top performers for you, in your business, calling into your market, with your pricing model and competition.