Sales Recruiting Process
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Five Great Lessons That Apply to Every Company That Hires Salespeople
- November 2, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I turned sixty years old today and everyone is asking me how it feels to be sixty. To be honest, it feels exactly the same as it felt to be fifty-nine – which is essentially the same as it felt to be 40. Nothing has changed. And speaking of nothing changing, nothing has changed over at BigBrains where two updates have come my way. The first came from someone who knows the real identity of BigBrains and suggested that I refer to them as ShitForBrains instead. She must have met them!
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Top 10 Keys to an Effective Sales Hiring Process
- August 11, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are many keys to making the the sales hiring process work effectively yet most companies fail to get these keys right. Some of them are obvious, while some are more subtle. And most of all, the integrity, or in this case, the outcome of the process is only as strong as the weakest link. Ignore or fail to complete any one step the way it is designed and the entire outcome will be in jeopardy, as in, another salesperson that fails to launch, doesn’t meet expectations, or succeeds at being utterly mediocre.
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Case History – How Not to Hire Salespeople
- April 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A company wants to hire 5000 salespeople – but why?
2000 drop out before completing training, and another 2000 drop out during the first 90 days in the field. Another 500 drop out during the first 6 months, and at the end of the year they only have 500 of the original 5000 standing. What would it be worth to them from a cost, time, resources and practicality standpoint for us to simply identify, in advance, the final 500, before anyone is hired?
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What Makes You Think You Have a Sales or Recruiting Process?
- January 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s true. Executives brag about their processes. “Oh, yes, we spent the last 15 years developing our process and it’s wonderful – wait until you see it!” It never matters whether they’re talking about a recruiting process or a sales process, the common denominator is the pride they take in what they created.
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10 Lessons From the Sales Candidate Who Smelled Like He Peed on Himself
- July 3, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It was quite the claim. I remember telling my client that the next candidate we were to interview was the best sounding candidate I had ever spoken with on the phone. Robert, the sales manager, went to the lobby to get the candidate and returned, an ashen look on his face. Ray, the candidate, followed Robert into the conference room and suddenly, I had the same ashen look on my face. It seemed that the best candidate I had ever spoken with by phone was, well, a bum!