Today’s Wall Street Journal’s front page article “Why Companies Aren’t Getting the Employees They Need” says if you want to hire sales people you are facing a hard task in this economy. In fact, in 2011 one of the hardest jobs to fill is sales reps. With unemployment at 9% according to government stats, you’d think it’d be a piece
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Switch Your Focus to Better Sales Hiring I was on Dave Kahle’s site the other day reading all the wonderful things he can do for your sales team. Let Dave train your salesmen and they’re going to be able to sell ice to Eskimos. I really don’t mean to pick on Dave. I don’t even know the guy, but having
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Sales Assessment Tests – Fact or Fantasy as a Sales Hiring Selection Tool? Or Can Sales Assessment Tests Keep Slugs Out of Your Sales Department The debate rages on using sales assessments to improve sales hiring results. It ended for me nearly 20 years ago, however you make your own call. Here’s what happened to me: In 1992 I was
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Why A System to Hire Sales People Slowly Makes Sense A series of messages with client Stuart Prentice of First European Ltd in Scotland prompted me this message. I had asked him for his impression of business conditions in the UK. He responded: “Alan the business and general environment are poor and in my opinion will get worse. Property values
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Sale Personality Test and “The Art of Learning” I just finished reading Josh Waitzkin’s The Art of Learning. Josh was the young chess champion star of the movie “In Search of Bobby Fisher.” If you haven’t seen the movie it’s a 2 Thumbs up from Advanced Hiring System in the human excellence category. The Art of Learning is different from
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Sales Hiring Tips: Blogging About What Most Sales Managers Don’t Want to Face Hello there, I’m the guy that reminds sales manager’s about that lousy hire they left sitting over there at the corner desk. And I don’t believe that any amount of training is going to make a difference for them or for you. I’ve found too many sales
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Sales Managers: How to Respond to the Coming Stock Market Crash Yesterday, while most Sales Managers were out helping their sales team get their next sale, the stock market crashed 900 points. For the score keepers out there, this was the greatest single one day crash in history. And although it “recovered” enough to “only” end the day down 347
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