-
Top 10 Things – The First Minute of a Sales Candidate Interview
- February 2, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the first minute of your interview with a sales candidate you should know whether you don’t want that candidate working for you. Think about it. If you decide in minute one that this candidate is NOT for you, there are options. You can end the interview and find yourself an hour that you didn’t expect to have. You can complete the interview for practice or you can do it to see if the candidate succeeds at winning you over during the remainder of the interview. If you can be won over after you have written a candidate off, that is exactly what you want in a salesperson.
What should you look for in the first minute that would suggest you don’t want this candidate?
-
Before Your Company Hires a Sales Leader…
- January 30, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One area where we see this occur repeatedly is when companies are about to hire a Sales VP or Director AND they want to evaluate their sales force too. For some reason, many choose to delay the evaluation until after the VP is in place when in reality, the evaluation should be used to help them select the new sales VP.
-
Why Young, Male Salespeople are at a Huge Disadvantage
- January 26, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Did you know that salespeople distrust other salespeople nearly as much as non salespeople do?
Did you know that women and salespeople were 25% more likely to be victims of a sales scam than men and non salespeople?
Every woman that completed the survey has been the victim of a sales scam!
Did you know that men and women, as well as salespeople and non salespeople, don’t agree on who are the second and third least trusted of all salespeople?
-
Are Your Salespeople Still Cold Calling? The Ugly Truth
- January 25, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One thing that will never change is word of mouth. Referrals and introductions from happy customers and clients will always be the finest method for generating new business.
-
You Can Help Salespeople Burdened with Sales Weaknesses
- January 23, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sadly, most sales training and sales trainers are unable to help salespeople overcome these weaknesses because their focus is primarily the sales skills and methodology that they teach. That puts tremendous pressure on sales managers who are simply not equipped to help salespeople overcome things like:
-
10 Reasons – Don’t Worry When Sales Candidates Don’t Take the Test
- January 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recent statistics show that only 34% of the candidates are taking the assessment without additional prompts. Isn’t that awful?
Maybe – let’s explore it further.
-
After Accepting the Sales Job Will the Salesperson Back Out?
- January 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Did a sales candidate ever accept your job offer only to back out prior to the agreed upon start date because the individual decided to stay with the current employer?
This happened to a client and it had a tremendous ripple effect.
-
5,000 Reasons to Hire Salespeople Today
- January 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you don’t use OMG’s Sales Candidate Assessments early in the process you will waste a tremendous amount of time and money interviewing and hiring imposters. If you don’t get started hiring salespeople now the pickings will be even slimmer as spring approaches.
-
How Many of Your Salespeople are Receiving Welfare?
- January 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Money motivation tends to be very confusing to people but there is a huge distinction between being motivated to perform versus feeling entitled to more money. What do you have on your sales force?
-
New Penn State Coach – Just Like Dysfunctional Sales Management
- January 6, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bill O’Brien. One coach – two full time jobs. Both teams need his immediate, undivided attention and won’t get all that they need. Given the dual roles, how do you feel about the Patriots’ chances of another Super Bowl? Given this conflict of interest, how do you feel about Penn State’s ability to have a quality recruiting season?
This happens quite frequently in my world – the sales force.
In most small businesses, the President or owner is responsible for running the company and by default, manages the sales force too. The problem? Unskilled sales management is being provided on demand and that is always quite ineffective.