Leaders Don’t Hire Weak People

alt text image of the weakest link in a chain

There are a lot of things that a leader can get wrong, but not many can cause as much damage as hiring poorly. New leaders, young and old, sometimes make the mistake of hiring people who they believe to be weaker than themselves. Some leaders are afraid that by hiring someone … [Read more...]

Hire for the Right Set of Attributes

alt text image of a checklist

Recently a good friend sent me a list of outcomes he wants his new salespeople to achieve. He’s using this list as a sort of hiring guide. But to generate these outcomes, you need to look for the underlying attributes. Self Starter: The underlying attribute is self-discipline. … [Read more...]

Episode 26 – On Training and Development with Dave Stein

Dave Stein is the founder and CEO of ES Research. Dave is the world's foremost authority on sales training, and his firm helps sales organizations choose the best sales training for their salespeople. Dave is well known and extremely well respected in the industry. I ask Dave to … [Read more...]

On Hiring Non-Salespeople for Sales Roles

alt text image of a woman pretending to fish.

Having too few salespeople may be your problem. You can’t make your number without the proper headcount, and you can’t cover all the opportunities in your territory without the human capital necessary. You may want to hire fast, and you may want to hire right now. And there are a … [Read more...]

How to Get a Job In Sales

alt text image of a lazy guy in front of a television

Do you look for a job in sales the same way that you sell? Do you make one attempt by sending your resume and never follow up? Do you assume that because the advertisement for the position has an email address that you are limited to communicating by email? Is there some reason … [Read more...]

Mailbag: How Do I Hire a Great Sales Manager

Mailbag: How Do I Hire a Great Sales Manager

Mark writes, “Can you write on the ‘How-to’s’ of hiring great sales managers, setting expectations, compensation packages, and key places to find this unicorn?" How to Hire Great Sales Managers Hiring well is an art form. If hiring is easy, you’re doing it wrong. If hiring is … [Read more...]