sales recruiting

  • Top 10 Steps to Recruit Strong Salespeople

    • February 18, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you’re tired of hiring salespeople who take too long to achieve mediocrity and more often fail to achieve anything noteworthy, some best practices may be in order.

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  • Management Resistance to Topgrading the Sales Force

    • January 26, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ve posted often on the middle part of the sales recruiting process, the importance of the process itself, the importance of the phone screen, the importance of the assessment, the candidates’ reactions to the phone screen and the assessment, the first interview, etc.  Rarely, if ever, have I posted on the two components I wanted to address today.

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  • What Do Effective Salespeople Have in Common with College Degrees?

    • December 12, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday, John Miller, CEO of QBQ and the author of QBQ! and Flipping the Switch, sent out one of his frequent QBQ! Quick Notes and I asked his permission to reprint it here. It’s perfect!  As you read it, I’d like you to think about the salespeople you interview…and choose not to interview.

    He wrote,

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  • Can Sales Assessments Actually Predict On the Job Success?

    • December 8, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Stathead was hell-bent on learning about the technical nature of how the assessment works, how it was created, how it was validated and its impact on protected minorities.  While this is important, it can be very misleading.  As you will read below, a test can meet all of those criteria and not help with selection at all!

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  • A Sales Management Candidate Shows His True Colors

    • November 8, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I only had to invest 45 seconds with a candidate that my client wouldn’t want working for him! Get the details!

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  • Why Personality Tests Don’t Predict Success – Reliability and Validation

    • November 1, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I read a really  good article about reliability and validation of assessments. 

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