sales hiring
-
Did You Know That There is a Season for Hiring Salespeople?
- September 17, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Did you know that when it comes to hiring salespeople, there are also seasonal trends we know to be true ?
-
Why My Golfing May be Just Like Your Sales Recruiting
- October 14, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
On the rare occasion that I have the opportunity to golf, it doesn’t matter what I choose for clubs, balls, gloves, tees or clothing. At this point in my life and very short golfing career, just being out with a friend is good enough for me and if we count his strokes, and my lost balls, our final scores might even be competitive!
That’s how some companies recruit salespeople. It doesn’t matter who they are, where they come from, if they have selling skills, and whether or not they have any experience. These companies treat sales recruiting like the instructions on their shampoo bottle – they rinse and repeat.
-
Keys to Improved Sales Performance – Part 2 of 4
- September 3, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work. As part of getting the work done, you deleted as many emails as you could where a reply wasn’t required and visited fewer websites and blogs.
-
As Good as Your Last Successful Hire – 10 Tips for Consistency
- July 31, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
-
What Percentage of Sales Candidates Are Hired?
- July 21, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In very simple terms, 6% means that 20 candidates must be assessed for each one who is hired. With an overall recommendation rate of 28%, those 20 assessments will yield approximately 6 candidates who are worthy of your time. But there is much more to consider.
-
Top 10 Sales Recruiting Lessons to Hire Great Salespeople
- July 17, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the first emails I came across this morning was a LinkedIn update telling me that 16% of my network had started new jobs. 16%. That’s one of every 6.25 people I am connected to.
That brings us to this question. Who’s in a LinkedIn network?
-
Top 10 Reasons Why Your Great New Salesperson Might Fail
- June 30, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When a great salesperson is recommended by Objective Management Group’s (OMG) Sales Candidate Assessment, and this star has a great track record, and great references, should we expect this person to succeed?
Most executives do.
But even though salespeople will tell you that “If you can sell, you can sell anything”, that statement is only true some of the time. Here are some examples of salespeople who are successful in one environment, but usually fail in another:
-
Case History – Achieve Lowest Turnover in the Entire Sales Force
- May 27, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Why would an enterprise (that has standardized on OMG’s Sales Candidate Assessment, had OMG customize it for every sales role in the company, and has terrific data from its first year of use) have one department with significantly lower turnover than all the others?
Could it be any of the following 10 Reasons?
-
Finding the Right Sales and Sales Management Candidates
- May 22, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Seven years ago, a company may have wanted sales managers who were task masters, holding salespeople accountable to top of the funnel metrics. While that could still be true today, a company should be looking for a sales manager who is an extremely effective sales coach, who spends 50% of the available time coaching and developing salespeople.
-
Your Next Sales Candidate: Looking for “The One”
- March 5, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You can get sales selection right, but it takes the right process, tools, interviewing skills, and selection criteria. As with the sales process, you can’t skip steps, take anything for granted, or be too casual about your role in any part of the process.