Archive › May, 2010

Making the Job Offer

If you have successfully narrowed the field down to one candidate, then it’s time to make an offer. If you still have two or three good candidates, offer the position to your first choice but DO NOT tell the other candidates that the job has been filled. This is important because if your number one […]

Comments ( 0 )

Are Your Salespeople Guilty of This Sales Sin

To quote from the Darby Bible translation of Judges 15:16, “And Sampson said …with the jawbone of an ass have I slain a thousand men.” Sadly, in the over 40 years I’ve been in sales, I’ve seen the same number of sales slain by the exact same weapon. When a Gift Becomes a Sin When […]

Comments ( 0 )

Assess Candidates Early in Your Hiring Process

As a sales management consultant, I find it frustrating when a company spends a lot of time and money hiring someone. And then when he or she doesn’t work out well, the company has the person do our assessment to see if the person is suitable for sales. Guess what? In many cases, the sales […]

Comments ( 0 )

Set the Candidate’s Expectations About Pre-Employment Testing

One of the best times to mention a pre-employment assessment is right up front in your hiring process. Letting candidates know that they will be asked to go through an assessment as part of your hiring process has a number of advantages: 1. ┬áIt positions you as being very professional in your desire to hire the […]

Comments ( 0 )

Looking for Good Salespeople? Try These Unlikely Places.

Advertising isn’t the only way to find suitable job candidates. Here are some other sources worth considering: In-house. If the sales position in question is an entry-level one, you may have some ideal candidates right under your nose, such as a customer support person or an employee who shows promise and who has expressed an […]

Comments ( 0 )