3 Reasons You Make Poor Sales Hires Due to Impression Management
Young men and women start their lives looking for a mate—the mating ritual. We can see it with us and in the animal kingdom around us. Men and women try…
5 Reasons Why to Use an Assessment When Selecting a Great Salesperson
Every day someone assesses you. They assess your threat, concern, and competence toward them and others. We can’t escape being assessed. That’s why our senses pick up someone new entering…
The 4 Nonnegotiable Character Traits in Great Salespeople You Hire
In the last thirty years, we’ve helped thousands of sales managers and business owners hire great salespeople and avoid mistakes. We’ve heard lots of horror stories about people who interview…
The #1 Hardest Thing to Do That Will Source Great Salespeople
Where do you find people who can sell what you sell at amazing levels and in a way that people will buy again and again? The number one frustration we…
The 3 Most Important Selection Areas When Recruiting Great Salespeople
When we book a vacation, we select where we will stay and what we will do while thinking about it from different perspectives – recreation, environment, dining, distance, time of year,…
3 Things M. Night Shyamalan Knows That Will Make Sales Leaders Better
You know this guy don’t you? M. Night Shyamalan the movie director? For me his name is difficult, especially for a southern east Tennessee boy, so I’m going to shorten…
Stop Looking for an Easy Button and Find the Best People!
Have you grown tired of throwing mud against the wall until it sticks? How’s that kind of hiring process working out for you? Doesn’t the lost money make you anxious? …
Sales Assessments — What Have We Learned?
Let’s Do a Summary: This post is a summary and index of the past four articles on how to choose the best sales-hire pre-employment assessment. What has the goal been?…
Sales Hiring Assessments: Some Basics You Should Know Before Choosing
This is a very simple, easy-to-understand primer on sales assessments. For starters, you may have read the three posts I wrote about choosing pre-hire sales assessments. If you haven’t, here…
“Sales Jobs? They’re a Hard Sell…”
— LinkedIn News Editor Kelli Nguyen
The Wall Street Journal Says: “Even with good pay, people are turning away from the sales profession.” Their title in the July 14, 2021 article? The Pay Is High and…