What Happens When You Recruit Truthful People First

by .(JavaScript must be enabled to view this email address) | on December 05, 2018 | about Recruiting

A reputation can be a good thing…if you have one for being the life of the party.

It’s not so good when it’s for stretching the truth. In fact, it can be a future sales destroyer.

That’s why if you hire people without integrity, you’re going to want to listen up.

While insincere employees may not seem like a big deal, it can be...

How to Find the Best Candidates for Sales

by .(JavaScript must be enabled to view this email address) | on October 15, 2018 | about Recruiting

Where do you find people who can sell - who can sell what you sell and in a way that people buy again and again? The number one frustration we hear from recruiting professionals is, “I can’t find enough people! Or, where do I find enough good people - people who can sell?”

Thousands of young sales leaders, managers, insurance agents and...

The Best Sales Leaders Refine Their People With Fire

by .(JavaScript must be enabled to view this email address) | on October 11, 2018 | about Coaching

We stumble - imperfect and unrefined people - as runners, sales reps, fathers and mothers. And life is tough - being successful is difficult. Obstacles face us from the inside - our attitudes, skills and feelings, and from the outside - what the world throws at us and the people in it. 

The best of us have experienced the “refiner’s...

How to Fear Success More than Failure

by .(JavaScript must be enabled to view this email address) | on September 18, 2018 | about Coaching

I watched as a father walked his son from the baseball field to the car. The game had ended but the scolding continued. While play was underway, he had tongue-lashed his son for swinging, watching pitches and for hitting balls to the “wrong” places.

Perfection covered the field of play and unseen land mines were everywhere ready to explode...

How to Prepare Generation Z for Sales Success!

by .(JavaScript must be enabled to view this email address) | on September 18, 2018 | about Coaching, Recruiting

You hide under a counter with your teacher. Someone shoots some of your friends in another part of the school. You are so scared and afterwards you will never forget. In the outside world, people lose their jobs and terrorists drive trucks through crowds of people walking to a live concert. Anxiety travels with you as your move toward...

This Is What Happens When We Make Random Hires

by .(JavaScript must be enabled to view this email address) | on September 04, 2018 | about Recruiting

A proverb sometimes hits you in the gut. Like this one,

“As a dog returns to its vomit, so a fool repeats his folly.”

But some people just don’t know what they don’t know and they keep repeating the same mistake over and over. They ask ‘pet’ questions, ones they like, without structuring interviews to look for the character,...

The Best Way to Coach the New Salesperson

by .(JavaScript must be enabled to view this email address) | on September 04, 2018 | about Coaching

When you decide to take your family on vacation, does it matter what they think about the location? If you coach golf and you have a new student, on the first instruction day is it important to watch a person swing before you begin teaching a lesson? Does it help to know your student’s objectives so you can customize their approach to the...

Why It’s Difficult to Recruit When Times Are Good

by .(JavaScript must be enabled to view this email address) | on August 20, 2018 | about Recruiting

The headlines read:

“Jobs Go Unfilled as the Economy Expands,” and “Help Wanted, Without a Degree,” and “Companies Better Shape Up to Keep People!”

It’s wonderful to see so many people working."According to the Wall Street Journal, “Job openings climbed to 6.7 million last quarter, the highest level since 2001." Businesses are...

Focus On Increasing These 2 Breakthrough Numbers

by .(JavaScript must be enabled to view this email address) | on August 20, 2018 | about Coaching

In baseball, people who love the technical parts of the sport obsess over numbers like on-base percentages, slugging percentages, batting average, strike out ratios, etc., and that’s just a few. Business owners and Chief Operating Officers, especially in companies with a lot of products and market segments find themselves slicing up the pie...

“How to Coach a Salesperson You Do Not Trust!”

by .(JavaScript must be enabled to view this email address) | on August 08, 2018 | about Coaching

Have you ever employed someone with character faults? Of course you have because no one’s perfect. Right? But what do you do when you make a mistake and hire someone who is dishonest, lazy, irresponsible or selfish as a sales rep? What do you do when you absorb the financial impact of their actions? That depends.

Think of your coaching as...

Four Remarkable Traits That If Missing Can Crush You!

by .(JavaScript must be enabled to view this email address) | on August 08, 2018 | about Recruiting

Does recruiting character matter? It depends. This was on the Wall Street Journal’s front page today:

“Highflying Medical Firm Falls to the Earth, Its Sales Questioned!”

Court documents and employee complaints and interviews “paint a picture of a company seeking to grow at almost any cost.” An interim CEO with experience running...

Using LinkedIn to Source for Sales Candidates — Steve Suggs Tutorial

by Alan Eason | on July 05, 2018 | about Recruiting

All:

I am posting up an article written by Steve that can really help you in recruiting, expecially recruiting those who aspire to become insurance agents. 

TUTORIAL:

Welcome to this tutorial on how to use LinkedIn to find better candidates for the sales and service positions on your team. If you are like most individuals who are using...

Three Reasons for Having a Good Recruiting System — My Personal Story

by Alan Eason | on February 23, 2018 | about Recruiting

Here at Sales Manage Solutions we tell people that it is very dangerous to hire people on "gut" feelings. 

Oh sure, we do our screening and we ask for the references. We feel we are pretty tough on interview questions.  But still we can end up hiring someone on a "hunch" or just because we like them or because they sell us first.  Let's...

Enjoy Winning a National Championship by Recruiting the Best

by .(JavaScript must be enabled to view this email address) | on December 08, 2017 | about Recruiting

Jeremy Pruitt was just selected as the University of Tennessee’s next football coach He has coached in multiple college programs that have won national championships. He has been mentored by the best, and he has twice won the national award for best recruiter in college football.

Here’s what he said when a reporter asked him about...

How to Know if a Person Is Best Suited to Sell or Recruit for You

by .(JavaScript must be enabled to view this email address) | on December 01, 2017 | about Recruiting

People are different - their brains work differently. Some are mechanical engineers like my oldest son. Others find they have a great compassion for nursing, or carpentry or financial management. There are also a multitude of character, attitude and motivational factors that make a difference in a person’s effectiveness in a work position.

When Recruiting or Coaching, Remember the Connection Between a Hard Work Ethic and Gratitiude!

by .(JavaScript must be enabled to view this email address) | on April 08, 2015 | about Coaching, Recruiting

When I was very young and still an only child, I remember my first Christmas. Everything was beautiful - the decorated tree, the lights and the gift-wrapped presents. It seemed to me that I had been given so many gifts that they lined a wall and went up the steps. After quickly moving through them and tearing apart the packaging, leaving...

Why Your Good Salespeople Will Keep You From Having a Great Sales Team

by .(JavaScript must be enabled to view this email address) | on May 21, 2013 | about Recruiting

Will the Salespeople You Hire Master the Skill of Making Effective Presentations?

by .(JavaScript must be enabled to view this email address) | on May 07, 2013 | about Recruiting

Will the Salespeople You Hire Master the Skill of Finding Enough Prospects?

by .(JavaScript must be enabled to view this email address) | on April 30, 2013 | about Recruiting

The Secret of Ron’s Ability to Discover the Prospect’s Need for His Product

by .(JavaScript must be enabled to view this email address) | on April 22, 2013 | about Recruiting