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Stop Looking For Great Sales People - They Dont Exist

You dont believe the title? Listen to this episode of the Sales Management Minute and you may change your mind. http://www.salesarchitects.net/salesdet.php?aid=83

Secrets Buried In A Sales Persons Resume

The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate. In my sales management career, I would bet that Ive seen about 5,000 resumes for sales people. Yet, I still havent seen one that shows someone who has achieved 40% of quota. Every single resume shows 100%, 200%, 2,000,000% of goal. Where are all of the people who have had less than stellar sales performances? Did they all leave the sales profession? If all of the resumes that I saw truly represented the performance of the individual, the U.S. economy would be thriving to say the least. Every company would be enjoying record revenue performances. If you have read my past articles, youve felt my passion for creating sales marriages, those relationships whereby a mutually beneficial relationship is formulated between a sales professional and a company based on synergistic matches of needs. This is not eas

Hiring The Right Salespeople: Try This

Ive written a lot about hiring sales people and sales managers on this blog. ESR knows that the epidemic of ineffective hiring is one of the reasons that sales performance has been so dismal over the years, even before the current economic situation. The best sales methodology, training, tools, technology, coaching, and reinforcement doesnt have much impact if the people in the sales jobs dont have the foundation for selling effectively. It drains the enthusiasm and motivation of the team, wastes money, and forces sales management to spend time selling for the misfits rather than supporting and leading the rest of the team. Im in Ireland for two weeks facilitating a series of workshops with Irish CEOs and sales executives. Hiring is a big issue here. The record among Irish companies in this area hasnt been good. Heres a refresher. ESR recommends: * Build or buy (then customize) a profile-based, structured hiring process; * Use psychometric and predictive test

Crucial Step #1 For Hiring A Sales Person

Crucial Step #1: Be very clear about what you want in a sales person. Think carefully about what they must be able to do to hiring a sales person succeed. -Who do they need to call on? -How strong will the resistance be? -How long is your sales cycle? -Will they be working from your office or remote? -Will they sell them and move on or develop long-term relationships? -How are you going to pay them- Straight commission or mostly salary? Something in between? The more clarity you have around the specific skills your sales superstar will need and the types of challenges they need to have successfully overcome in their immediate past, the better job youll do when writing a killer ad to attract the best potential candidates. In addition to the next two steps I will also be holding an upcoming webtrack with more in-depth information on "Hiring a Sales Superstar." This program will consist of a one hour webinar, followed by 21 days of reinforcement through sho

Hiring A Sales Superstar: 3 Crucial Steps

Congratulations! You finally got your budget to hire a new sales person approved and youre ready to start recruiting a sales superstar. With apologies to Guy Kawasaki (http://blog.guykawasaki.com/), get ready for an "Oh shitake!" moment when you ask yourself: 1. How do I attract and identify the right sales candidates who can ramp up quickly and have an immediate revenue impact? 2. How long will this take and how can I manage the sales hiring process without neglecting the 23 other "number one priorities" I need to accomplish every day? 3. Is there really anyway to be sure I am separating the sales superstars from the sales imposters? These are powerful questions just about every sales manager asks themselves when they decide its time to add new talent to their sales team. Over the next two weeks I will be outlining three (3) crucial steps you can take to save yourself months of frustration and thousands of misspent dollars. Check back on Wednesday, September 8th