Monthly Archives: April 2012

Interviewing for Desire in Sales

Get rid of the idea that someone has to have previous experience in the same industry. Gallup and other folks have repeatedly proven the fallacy of this idea. Look for an applicant who has applicant has stuck at something in the face of adversity for an extended period of time and accomplished a goal.

The first thing to keep in mind is that past success is a good predictor of future success. Look at the resume and the application. Do they show that your applicant has stuck at something in the face of adversity for an extended period of time and accomplished a goal? Continue reading

Posted in Uncategorized | Leave a comment

Five Rules for Hiring Great Sales People

Second rule-Sucess is a good marker for future success. Example: kids who get great grades in high school will find a way to get good grades in college. In sales we want people who have shown discipline and the ability to produce success combining linear process and non-linear process. Huh? A lot of sales process is linear. Cold calling, identifying leads, following up, asking for referrals, asking for the order. Building rapport, judging people, knowing when to drop a prospective customer and when to pursue are all non-linear. Look for analogous experience. Continue reading

Posted in Uncategorized | Leave a comment