Tag Archives: Job

Beware of the Sales Gabber

Some salespeople simply don’t know when to shut up! Recently I had set aside an hour to do an interview with a sales candidate. Now I do a pretty thorough interview and I came prepared with a list of 30 or so questions I like to get answered. I usually start off with a brief […]

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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 […]

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Firing Isn’t Failure

I don’t know about you but not every salesperson I’ve hired turned out to be a winner. If they were, I’d probably be spending my days at the racetrack getting rich. If by some unfortunate stroke of bad luck you happen to hire a salesperson who doesn’t work out and you have to fire the […]

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Stop Being the Farm Team for Your Competitors

Are you tired of having your salespeople poached by competitors or just leaving for greener pastures? If so, there are a couple of things you can do to eliminate, or at least, minimize the problem. First, you can stop the hemorrhaging by profiling your successful, long-term employees and using that criterion when hiring new people. […]

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Don’t Discard Badly Written Resumes

While it makes a lousy first impression, just because a candidate doesn’t express himself or herself well on paper shouldn’t be the sole reason for eliminating the person from the competition. Not every good salesperson has a great grasp of the written word or can spell well, but they may be able to sell up […]

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