Archive › April, 2010

Should We Fire the Sales Manager?

Just imagine what it would be like if we ran our businesses like a sports team. It’s the end of the fiscal year and the numbers are in. Despite three good quarters, in the end our competitor beat us out in total sales. It was close but, when push came to shove, our sales team […]

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Talk to Three or More References

Some people quit after doing one or, at the most, two reference checks. Not good! Only checking one reference is like only having one clock to use to determine the exact time. It might be right or it might be wrong. Two clocks (or references) may cancel each other out or be too similar. Three […]

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Always Be Looking For Good Salespeople

The time to start looking for a new salesperson isn’t when you’ve just lost one. That’s the time that’s set aside to panic because you have a critical territory unmanned and vulnerable. The astute sales manager is always on the lookout for possible candidates. Keep a "Resume/Prospective Salespeople" file folder close by. Put into it […]

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Do Your Own Reference Checks

I know it takes a lot of time to do reference checks, time that you don’t really have. But DON’T succumb to the temptation of delegating this important aspect of the hiring process to the Human Resources department. It’s not that HR professionals can’t do a good job. It’s just that, when dealing with salespeople, […]

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Beware of the “Halo Effect”

Did you ever meet someone who you took an instant like to? That’s because the person you’ve just met subconsciously reminds you of someone you know and it’s called the "halo effect." Whatever qualities you attribute to the person you know are transferred to the person you’ve just met. This is an all-too-common and dangerous […]

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