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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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Know What You’re Looking For In a Salesperson

If you’re looking for the ideal or perfect salesperson, look no more. They don’t exist. What’s “perfect” for you and your company depends entirely on what you sell, your selling environment, and the prospects you sell to. Every sales position has a degree of uniqueness about it. Smart companies take the time to define what […]

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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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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 […]

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Prime the Witness When Doing Reference Checking

I’m usually not a big fan of asking leading questions of a referee. But when I’m doing reference checks for sales candidates, I’m all for priming the "witness" before conducting the interrogation. Why? Because it helps avoid getting those sometimes ill-deserved, glowing reports during your reference-checking process. By telling the referee in advance the concerns […]

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