If you are in charge of hiring salespeople, you may be feeling desperate.
Things have changed in the past couple of years. Previous top-to-bottom hiring strategies may have worked for you, especially after the crash of 2008. But not now.
It went like this:
Advertise on job boards
Get lots of prospects who are looking for...
February 18, 2019 | about Recruiting
Today, companies experience a complex economy with multiple product features and benefits to the customer. In this new age space, an essential part of sales success is the ability to learn fast and then to translate knowledge into an effective consultation. This leads to profitable sales and loyal customers who make smarter buying choices.
February 18, 2019 | about Coaching
A few years ago, I was teaching sales reps the importance of listening to customers. We were discussing how focusing on someone else’s need and problems, before our own, builds loyal customer advocates and referrals. Then we turned to home and friendships and the culture around us and a young woman raised her hand.
I asked her to turn and...Keep Reading
At a recent trade show I found myself eating breakfast at a table with two C-level executives. One was from the western US and was the CEO of a company he had built from the ground up with his own hands. The other was president of a fairly large New York city firm ($200M) that is a leader in their industry.
As discussions swirled around...Keep Reading
February 11, 2019 | about Coaching
Successful coaching begins with recruiting the best. Do the candidates you hire have what it takes? Are they self-motivated, honest and responsible? Do they like your products? Are they coachable? Do they have a concern for other people.
Can they sell at the right levels and in the right way? Will they sell?
Here are 10 fundamental...Keep Reading
I recently sat in on a webinar hosted by glassdoor.com and listened to their chief economist list his predictions for hiring in 2019. This article is a list of some of those predictions.
But first this:
We know that 2018 was a good news/bad news year for many businesses trying to recruit salespeople. The good news was the booming economy,...Keep Reading