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Mandatory and Desirable Criteria for Hiring Salespeople

When you’re actively looking for a new salesperson, not everyone who passes over your electronic threshold is a prime candidate for the job of sales professional. To eliminate obvious misfits from the pile of responses you hope to get from your recruiting efforts, you need to have a filter through which you will pass the […]

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Sales Training as a Hiring Criterion

If someone is serious about being in sales, I expect them to have had some sort of formal sales training over the time they’ve been in sales. By sales training I don’t mean the type of product knowledge training that too often passes for sales training. I want to know that the person knows how […]

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It’s Prudent to Always Be Recruiting

Those of us who are long in the tooth remember the old ABC of selling  "” Always Be Closing. When you’re a sales manager, it’s ABR  "” Always Be Recruiting. You never know when you’re going to lose a good salesperson, or a bad one for that matter, and the toughest time to find a salesperson is […]

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Get Sales Candidates to Check You Out

Smart salespeople will do their due diligence when they’re looking for a sales job, but it doesn’t hurt to present the less-than-smart ones with a bit of a challenge. Here’s what you can do. In your recruiting ad, briefly describe your company’s work environment. Suggest that salespeople visit your web site to check you out […]

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Always Be Looking For Good Salespeople

The time to start looking for a new salesperson isn’t when you’ve just lost one. That’s the time that’s set aside to panic because you have a critical territory unmanned and vulnerable. The astute sales manager is always on the lookout for possible candidates. Keep a "Resume/Prospective Salespeople" file folder close by. Put into it […]

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