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Finding New Sales Talent in Unlikely Places

Many companies grow frustrated looking for talent. Sometimes, stepping into a new market helps dig up fresh talent. Quicken Loans once sent talent agents to stores and diners to seek out passionate and friendly faces. As one spokesperson said, “We can teach finance, we can’t teach passion.” Finding the right kind of talent is about looking for that extra potential in candidates. Someone who has been in a particular industry for several years may not have the Drive needed to succeed anymore. Some people never have that kind of motivation. Taking the time to research creative ways to find and
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Can Introverts Sell?

What do you imagine when you think of the word “introvert”? Did you picture a salesman? Most imagine a wallflower, someone who speaks when spoken to, possibly avoiding eye contact with a gaze fixed upon the ground. Yet introverts flourish in sales all the time. The key is to understand that being introverted is not the same as being shy. It is similar to the well-known square/rectangle classification: shy people may be introverts, but introverts are not necessarily shy. Just take a look at the difference between the traits of each. Can Introverts Sell? was last modified: January 20th, 2015
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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
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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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Drive is Not the Same as Obnoxious

Drive is a critical component of a successful salesperson’s personality mix. Drive is what internally pushes her to succeed. Drive is what causes her to love to compete. Drive is an internal element that generates innate optimism in a profession in which rejection is part of the program.And Drive cannot be taught  . . . despite what motivational speakers would like you to believe. Salespeople need to start out with Drive, and then training can really have an impact. Drive is Not the Same as Obnoxious was last modified: October 16th, 2014 by SalesDrive, LLC
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Can a Candidate’s Mood Lower Scores on a Sales Recruitment Assessment?

Hiring managers occasionally wonder whether a sales candidate’s mood can substantially affect his or her scores on a sales assessment test. These questions can arise when a candidate reports recent frustrations at work or other challenging circumstances and scores low on traits such as Need for Achievement or Optimism. The key here is to remember that we are measuring traits rather than states. A state is a more temporary mood or condition (such as temporary anxiety or sadness). A trait is a stable underlying characteristic or quality (such as Need for Achievement).  So, although it can be appealing to attribute
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