Understanding the Sales Force

Most management teams don’t have a clue how to interview a sales candidate.  I’ve seen them waste precious time reviewing their job history.  I’ve seen them put candidates through hypothetical situations, and attempt to pass judgement on whether candidates have

What does it take for a company to achieve consistent, predictable sales performance?  It takes consistency from its salespeople.

What does it take for a company to receive consistency from its salespeople?  It takes discipline – two kinds – where

Based on the number of clients I’ve been helping to hire candidates of late, it’s clear to me that while the killer ad is key to attracting the right pool of candidates, the assumed income represents the secret combination to

Our five-year-old son, often the subject of a posting in my blog, gave reason to post again tonight.  He decided to recite the names of the planets and was doing a great job.  He said, “Pluto, Uranus, Jupiter, Earth, Venus,

I received a rare cold call today, from a business machines (copiers) salesperson.  She was surprised she got through and didn’t take advantage of her opportunity.  She didn’t ask the right questions, favoring powerful probes like, “just checking in to

Last week I posted on How to Get the Candidates You Want.  You’ll need to review that to follow today’s post on the same subject.

The tally as of this morning was 243 resumes.  We assessed nearly 100 candidates

I interviewed two candidates for a client yesterday.  Candidate #1 had great people skills and didn’t answer a single question head on.  In other words, he heard the question and answered something completely different than what I asked.  Why? He

There isn’t a day that goes by where I don’t get an email or a call from someone, attempting to hire salespeople, where they are complaining about either the lack of candidates or the lack of hirable candidates. This week,