Even well-intentioned leaders often make the same mistake when hiring a sales manager. They look for a person with a proven track record in sales, someone who knows how to create the exact results they need from the team they will lead. The logic…
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.
Today, we hear from Dave Stein about the skills necessary for any sales team and manager. Dave has spent his career researching sales training programs. Early on, he discovered that companies were investing millions of dollars in sales training…Continue Reading
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…
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?"
Hiring your next superstar salesperson is no easy task. It is a challenging position to hire for, in part, because of just how difficult it is to predict a salesperson’s success once they are hired.
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