Sales Interviewing & Hiring Archives

Sales Interviewing & Hiring

7 Reasons Your Best Employees Leave

Why Your Sales Team Turnover Rate is so High Employee turnover can be very damaging for employers. Companies hire in order to fill a void, but when a candidate fails to fulfill the job’s duties, that void still exists. The slack is then picked up by other employees who become overworked. The resources invested in that employee are a net loss for the company, as is the pay, possible 401k contributions, and other benefits. Why is salesperson turnover so high? The issue could stem from any number of reasons, and maybe your salespeople are good workers, but they leave for

Sales Interviewing & Hiring

The True Cost of Hiring the Wrong Salesperson

The Incredibly High Cost of Making a Poor Hiring Decision While each manager has his or her own rules for seeking out candidates, conducting interviews and hiring employees, there are certain mistakes that cannot be made during this search and hire process. In addition to being stressful and troublesome, the cost of hiring the wrong employee can be financially detrimental to your company. Did you know that an employee who is terminated a couple of years after being hired can cost your company hundreds of thousands of dollars? The Numbers Don’t Lie Investing in a candidate means you expect him

Spotting Lies on a Resume

5 Tips for Identifying Lies on a Resume It is common practice today to fib a little bit on a resume. In fact, a study conducted at the University of Massachusetts at Amherst suggests that approximately 60% of adults cannot hold a conversation for 10 minutes without lying. While this may provide advantages to applicants, as an employer, it is important to be able to weed out truth from fiction. Interviewing and hiring honest, qualified candidates is key to your business’s success. To prevent getting the wool pulled over your eyes, learn to identify the top warning signs that a

How to Interview an Inexperienced Sales Candidate

Hiring managers often look for sales candidates who are fresh out of school and/or inexperienced in sales. A key benefit in doing so is finding a new recruit who has not developed bad habits and can learn the company’s sales process fresh. During the interview phase, it’s important to understand that the best predictor of future behavior is previous behavior. That’s why hiring managers use behavioral interview questions, which ask the candidate to provide several examples of his/her previous behavior in a variety of situations. But how do you use behavioral questions when you interview an inexperienced sales candidate? How

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Sales Interviewing & Hiring

How to Hire a Salesperson for a Vacant Territory

One of the most frustrating challenges that hiring managers face is how to hire a salesperson for a vacant territory. The loss of revenue and opportunity costs can make the temptation almost overwhelming to quickly fill the territory with the first candidate they can find. However, although settling for just any salesperson may relieve some of their anxiety in the short term, it will inevitably cause even greater problems down the road. When hiring managers are in a hurry to hire a salesperson for a vacant territory, they can succumb to the temptation to short-change the critical evaluative steps along

How Important is Talent Acquisition in Building a Sales Team?

It starts with talent. Talent acquisition is the single, most important element of building a world class sales team, period. Without talent and the right personality, the best training and management cannot create miracles. All sports teams know that they can only go so far without great athletes. Yet you would be surprised how many companies settle for mediocre talent. Why? How Important is Talent Acquisition in Building a Sales Team? was last modified: October 30th, 2014 by Dr. Chris Croner

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7 Reasons Your Best Employees Leave

The True Cost of Hiring the Wrong Salesperson

Spotting Lies on a Resume

How to Interview an Inexperienced Sales Candidate

How to Hire a Salesperson for a Vacant Territory

How Important is Talent Acquisition in Building a Sales Team?