Why Conduct Multiple Interviews When You Hire Salespeople?
2 1/2 minute video blog – What does dating and interviewing salepeople have in common? Video Script – Hello, I am Steve Suggs, salesperson recruiting training expert and author of the…
Why Are Presentation Skills Only Worth $.10 When Recruiting Salespeople?
In my sales career, I have discovered that sixty cents of every commission dollar earned comes from these activities: finding enough quality prospects and setting enough first appointments in which…
Recruiting Salespeople: The Personality Trait Of Need To Control Increases Sales Productivity
Has anyone ever accused you of always wanting to take charge? When recruiting salespeople, it is important to realize that salespeople with the personality trait of high Need for Control…
Recruiting Salespeople: The Personality Trait Of Goal-Orientation Sets The Pace Of Work
When recruiting salespeople, Goal Orientation is one of the most important hard-wired personality traits that will help a sales leader understand the way a salesperson will approach sales tasks. The scales…
When Recruiting Salespeople – Why High Social Confidence Is Critical Throughout The Sale Process
“We all agree that you are a people person, but we’re looking for a closer not a professional visitor.” Every important moment in the life of a salesperson involves asking…
Recruiting Salespeople: The Personality Trait Of High Social Drive, Energized To Network
While recruiting salespeople, it is important to measure the personality trait, Social Drive. In a recent sales meeting with high-activity/outside salespeople and their sales engineers, I was conducting training on…
Personality Traits – The Forth Dimension To Measure While Recruiting Salespeople
In this series of blog posts on recruiting salespeople, we have been exploring the five dimensions of the “Best Salesperson Profile”. The first three were – Attitudes, Motivations, and Character…
Recruiting Salespeople: The Character Trait Of Personal Responsibility
The fourth character trait we measure while recruiting salespeople is personal responsibility. In addition to the definition of the trait, I have included some interview questions. We accept Personal Responsibility…
A Story Of An Unconscious Incompetent Sales Manager Who Recruits Poorly
It’s 5 a.m. and a sales manager, Jason, turns off the alarm as he rolls out of bed, hits the floor, and moves through the darkness for the bathroom. A…