Archive › September, 2009

The Danger of Hiring Overqualified Candidates

What would you do in the following situation? Your bottom line and your sales are suffering when along comes a saviour, someone with an incredible amount of sales experience and an impressive track record. You can’t afford to pay the person what he or she is really worth but good fortune has smiled upon you. […]

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Finding Your Ideal Salesperson

A lot of sales managers wouldn’t know their ideal salesperson if they fell over him. How about you? If the ideal sales candidate walked in your door today, would you recognize him or her? Probably not! If I asked you to describe the ideal salesperson for your business, could you do it? Again, probably not. […]

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Why Johnny Can’t Sell

For some obscure reason, many people fall into the hiring trap of assuming that there isn’t much to selling and anybody or everybody should be able to do it. If this is the case, why is it that so many people don’t last in the profession? This phenomenon probably explains why so many family businesses […]

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$100,000 Hiring Boondoggle

I don’t want to go on a rant here but why is it when companies want to purchase something that’s going to cost $25,000, $50,000, or more, they strike up a committee to investigate what’s available, check out all the competition, argue and bicker for hours, and take months to make a decision. But when […]

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Test Your Interview Questions

Before inflicting your new ┬áinterview process on a candidate, test your questions on some of your own people first. Gather up two or three people, preferably members of your sales staff, and tell them that you want to practise your interview questions with them. The idea is for you to see what types of responses you […]

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