Tag Archives: Sales Managers

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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Hire Sales Skills Over Industry Experience

This hiring tip may seem counter intuitive but it has a lot of merit. Many companies still choose industry experience over sales skills because of the potentially faster ramp-up time and potential business that an industry-seasoned candidate brings to the table. While this is a reasonable assumption, you may be passing up the opportunity to […]

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Two Critical Tests for Sales Candidates (Part 1)

When  hiring for a position as critical as sales, I’m always surprised that companies don’t take the time to test candidates better than they do. I recognize that the HR department is ill equipped to test salespeople beyond the standard personality or temperament assessment but, even then, most seem loath to use these tools. It’s as […]

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Choosing Which Candidate to Hire Between Equally Qualified Salespeople

Now here’s a problem most sales managers and HR professionals would kill for  "” two equally qualified sales candidates. Assuming that both candidates scored equally on our Sales Temperament Assessment and that they are pretty well matched against your mandatory and desirable criteria list, which one do you choose? You want to choose the person who […]

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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 […]

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