Archive › March, 2011

Don’t Let HR Hire Salespeople

One of the hiring traps many companies fall into is letting HR hire salespeople. I apologize if this blog annoys HR practitioners but the simple truth is that most (not all) HR people are unqualified to hire salespeople. What they are extremely good at is managing the hiring process and understanding the legal aspects of […]

Comments ( 0 )

Getting Piles From Sorting Resumes

The piles I’m referring to is not the type that cause anal discomfort, it’s the "Yes," "No," and "Maybe" piles that result from sorting through tons of resumes before we engage in the interview process. When you think of it, we make our go/no-go interview decisions based on the quality of the writing in a […]

Comments ( 0 )

The Boring Part of Onboarding a Salesperson

Every great author has a trilogy and this is mine. Well actually I’m not really a great author, but this is part of a trilogy. This is the third article on the topic of onboarding salespeople. For the uninitiated, "onboarding" is what happens after you successfully complete the arduous process of hiring a new salesperson. […]

Comments ( 0 )