7 Things to Look for in a Sales Manager
By Lee Salz Many execs put industry experience at the top of their criteria list for sales-management candidates. “The successful applicant will have 10 years experience in the widget industry.” Hogwash! The end result of this approach is that companies hire the industry retreads. Perhaps, employers think that this person
An Unlikely Partnership: When HR and Marketing Join Forces
by Patricia Nazemetz and Will Ruch The HR discipline is evolving into a strategic voice because its sphere of influence — talent attraction, engagement and retention — is now recognized as the foundation to organizational success. But the pervasive influence of social media on the work world demands change in
What employers look for in hiring salespeople
By Tom Searcy, CBS MoneyWatch (MoneyWatch) Salespeople are hired to be fired. So when it comes time to find that next sales job, just what is the person doing the hiring looking for in a new salesperson? Research suggests there are three key factors prospective employers look at to
7 Secrets of Recruiting the BEST Salespeople
By Steve Suggs, Recruiting Expert and author of Can They Sell When Jeffery Gittomer, endorsed my book, Can They Sell, he said, “To hire or not to hire? That is the question.” Jeffery is a master at getting salespeople to understand this foundational principal of success: “Salespeople’s mastery of sales
7 Hiring Mistakes and How Not to Make Them
BY S. ANTHONY IANNARINO I am not throwing the first stone here (or the last). I have personally been guilty of half of these. But, alas, it is how one learns. Hiring Out of Desperation One of the fastest ways to build an underperforming sales force and burden yourself with
KEEP IT SIMPLE WHEN IT COMES TO SALES COMPENSATION
By Matt Smith In an earlier blog post that cited some key data from a recent CSO Insights report on best practices in tracking sales metrics, we noted that companies that measure 4-7 key sales metrics had higher sales performance than companies that tracked 3 or fewer key sales metrics. My first