sales recruiting
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Top 10 Reasons Why Sales Commitment Has Become More Important
- June 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My recent analysis has shown that today, Commitment has overtaken Desire in importance and we will be reflecting that in assessments very shortly. But Why? What has caused this fundamental shift?
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Top 10 Tips for Hiring Salespeople for Your Sales Force
- May 24, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, we will discuss hiring for the sales force but not so much the “how” of it as much as the importance of doing it for the right reasons, at the right time and in the right manner.
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What Sales Leaders Don’t Know About Ego and Empathy
- May 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the past week, three people had discussions with me about recruiting salespeople and suggested that the difference between successful and unsuccessful salespeople is that effective salespeople have empathy and ego.
These people probably use personality and behavioral styles assessments too. Those assessments, always poorly adapted for sales, feature empathy and ego. There are three things you must know when it comes to salespeople and their empathy and ego.
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How Do Companies Retain Their Underperforming Salespeople?
- April 30, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I explain the difference between lousy salespeople and good salespeople in terms of line items and investments in this article.
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Latest Sales Recruiting Breakthrough – Download the New White Paper
- April 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
About six weeks ago, I started a discussion and asked, How Long Should a Salesperson Stick? I followed that up with a more researched discussion and provided The Top 5 Factors to Predict Sales Turnover. Over the past six weeks I have continued to research the two subjects and the results of my work are now available in my brand new White Paper, “Sales Longevity – The Science of Predicting Sales Turnover”.
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The Top 5 Factors to Predict Sales Turnover
- March 5, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Here are the Top Five Factors to Predict Sales Turnover / Longevity
The most important factor in predicting sales longevity is
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How Does the Secret of Happiness Affect Sales Motivation?
- February 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople must be happy in order to succeed but we also know that they must want more than what they have in order to be motivated. What is the balance between being happy and being dissatisfied?
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3 Powerful Excuses for Maintaining Mediocrity in Your Sales Hiring
- January 26, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When I answered questions from the audience, the best one, in my opinion, was the most obvious. It went something like this:
“If your recruiting process works so effectively, and your assessments are so predictive, and they save so much time and money and consistently identify top performers, then why don’t more companies use them?”
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Recruiting – 4th of the 10 Kurlan Sales Management Functions
- November 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You must use an assessment – not just any assessment, but a world class, sales specific, predictive, customized assessment that will consistently identify people that will be top performers for you, in your business, calling into your market, with your pricing model and competition.
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You Have an 82% Chance of Making a Hiring Mistake When…
- September 2, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My guest on this week’s episode of Meet the Sales Experts was Ken Edmundson. We were talking about hiring when he he said that there is an 82% chance of making a hiring mistake when management does not know how their candidate is wired. He said it’s a mistake when they are fired, they quit, or they under achieve. He went on to say that you can’t hire without an interview and a background check and you can’t hire by only doing those two things.