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mistakes-managers-make-when-building-sales-team
Sales Interviewing & Hiring

4 Mistakes Managers Make When Building a Sales Team

As a sales manager, you want to build a strong sales team to ensure your organization continues to grow and succeed. Unfortunately, many managers continue to make the same hiring and team building mistakes—mistakes that could be easily avoided. With that in mind, let us start by going over a few common mistakes managers make when building a sales team. Then, we will look at how you can avoid making those costly mistakes. 4 Mistakes Managers Make When Building a Sales Team 1.   Hiring With Your Intuition Interviewing several different sales candidates can be a tedious and time-consuming process. One
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Sales Strategies

Is Your Sales Team Equipped With the Right Knowledge?

Did you know that 40% of salespeople cannot understand a customer’s pain? When a customer comes with a problem, sales reps panic and end up giving the first option that comes to their mind, which can prove to be a disaster if their solution addresses a problem which the customer did not even have. There are many factors that salespeople do not control but the failure or success of a sales rep is mostly dependent on the level of preparedness and constant adaptation to the dynamic sales environment. Being the Founder/Head of Sales of the organization, one question you need
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hiring guide for fast growing companies
Sales Interviewing & Hiring

The Sales Hiring Guide for Fast-Growing Companies [SlideShare]

The Sales Guide for Fast Growing Companies When your company is growing fast, you cannot afford to make bad hiring decisions. This especially applies when you are hiring salespeople. By adding just one wrong salesperson to your team, it could end up costing your company hundreds of thousands of dollars in lost revenue, not to mention lost opportunity to grow the business. So how can you avoid hiring these costly bad salespeople? Keep reading to learn the research-backed process for consistently hiring the high-performing salespeople your company needs to exceed growth expectations each year. How Fast-Growing Companies Hire Stellar Salespeople
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Interview-Questions-to-Find-Top-Performing-Salespeople-video-snapshot
Sales Interviewing & Hiring

Interview Questions to Find Top Performing Salespeople [Video]

The best predictor of future behavior is past behavior. When interviewing a sales candidate it is important to get past his or her guarded responses by digging deeper and probing for the truth. There are some specific behavioral interview questions that you can use to uncover the information you need to determine if the candidate is a good fit for your company. In this 5-minute video interview excerpt, with David Domos of WhyBuyFromYou.com, Dr. Chris Croner highlights which sales interview questions to ask to determine if your candidate has Drive, the number one predictor of sales success. Drive is made
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Sales Interviewing & Hiring

How to Attract the Best Salespeople [Video]

Hiring high-performance salespeople can be very difficult, and not to mention competitive. After all, less than 20% of the general population is high in Drive – the personality trait shared by successful hunter salespeople. Drive is made up of three non-teachable personality traits. Your candidate either has these traits or he/she doesn’t, and testing for these traits, prior to hiring, will save you both time and money. Need for Achievement: The intense desire to attain excellence & accomplish challenging goals. Competitiveness: The unquenchable thirst to outperform one’s peers & win the customer over to his point of view. Optimism: The
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Sales Assessments

3 Key Traits of Top Performing Salespeople [Video]

Underperforming salespeople are perhaps the greatest cause of frustration and financial loss to sales executives and business owners. The cost of hiring and keeping a bad salesperson can easily range from $50,000 to millions of dollars annually, depending on the industry. To make matters worse, many companies waste money by trying to train salespeople who do not have the core personality needed to succeed in sales. Research shows that the most important factor for success in sales is a person’s Drive – the inner fire that ultimately determines if he or she will thrive or fail. Identifying Drive during the
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