Sales Recruiting Process

  • 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

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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

    keys to hiring salespeopleThere 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

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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

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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

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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

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