Archive › December, 2009

Conduct Group Interviews

If your firm is keen on using a team approach to selling, it might be wise to include some or all of the current sales team members in on the final selection interviews for a new salesperson. If there’s going to be a personality or other type of conflict, better you find out before you […]

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They Can Read, But Can They Write?

If a candidate’s writing skills are an important part of the job qualifications, don’t count on the resume or covering letter as being any indication of his or her writing abilities. In this day and age, many people are getting professional assistance in putting together their resumes. What you see is most likely the creative […]

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Interviewing Frenzy

If possible, try to interview all your candidates on the same day. Line them up to arrive one after the other at one-hour intervals. I usually allow 45 minutes for the interview, 10 minutes to make post-interview notes and 5 minutes between interviews to catch my breath, clear my mind, and get ready for the […]

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Competency Testing

As a sales manager, one of your responsibilities is to hire people who will get the job done properly. However, finding competent salespeople is easier said than done. There is no process in place to certify that a person is capable of performing as a salesperson. While there is no single secret to finding competent […]

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How to Avoid the Dull Sales Axe

I’ve been in sales for over 40 years now and, near as I can figure, salespeople only sell about five percent of the time! Oh, they’re all busy doing things, but selling isn’t one of them. They visit prospects, deliver literature, chat about the weather and sports, and talk about their weekend. When they can’t […]

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