Hiring superstar sales talent is a lot easier than your managers will tell you. Their problem: they think hiring salespeople is the same as hiring for other positions. Wrong. Sales selection requires a completely different process. Here are the ten most common sales force-hiring mistakes and how to avoid them. Mistake #1: Not making recruiting […]
Continue readingMany of the world’s best sales forces are the best because they have developed and use a systematic sales process. Having a map of the things we as salespeople have to do to make a sale provides a framework for sales planning and activity that reduces mistakes and shortens new hire ramp-up time. However, what […]
Continue readingSo the economy has been in the tank and orders aren’t coming in fast enough. Contracts are being cancelled, and salespeople are quickly learning that selling is more than showing up and taking orders. So what do most managers do? Take out the knife and cut back. When that doesn’t work they cut back some […]
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