SalesHQ

 Hiring Smart Hiring effectively is the seeding of a high-performance sales organization and a huge challenge. It seems natural to focus on hiring only when the need arises. However, recruiting is a commitment that should consume 20 percent of the sales leader's time. And the process should be methodical and yield consistent, positive results. Too many companies use inconsistent interviewing techniques, ...

Ask any manager, V.P. or business owner what one of the biggest challenges they face in making their revenue numbers and they’ll tell you it’s identifying, hiring and retaining good sales reps. If you are familiar with my management philosophy, then you’ve heard me talk about the 80/20 rule in sales, and all you have to do is look at your ...

                           HOW TO GET A SALES POSITION WITH NO EXPERIENCE   Sales can be a very rewarding career. It can be a very lucrative career. It can also be a very tough career. The truth first.  80% of sales people struggle and are broke. Wow! That sounds like the odds are stacked against you. Trust when I say THEY ARE NOT! ...

Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship. My wife Sharon and I dated for exactly two years before I proposed to her. Over our two year courtship, I got to know her likes ...

Business executives and sales managers frequently complain about "80/20" performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. Why do salespeople perform so differently? What is it about top sales performers that enables them to achieve such vastly superior results? Certainly there are some sales skills that anyone can learn. For ...

Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon SUBJECTIVE information. Think about it: * What are resumes? They are an individual's subjective portrayal of their capabilities and experiences. * What occurs during an interview? Interviewees attempt to package their responses to questions in a manner that ...

Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate dSegree, a graduate degree, or a degree in a specialized field of study such as Engineering. Another example is a requirement that candidates have a minimum number of years of sales experience. When ...

Why Proffessor Harold Hill is NOT a good role model for salespeople to follow.

  Dear Perspective Employee, I'm writing to help you do better on your next job interview. It's never been tougher for job seekers, and making the most of each interview is critical. In this email, I'd like to pass along three secrets for preparing for an interview, which will greatly improve your odds of being invited back by the employer. ...

Q: How many jobs can I post for free? A: As a member of SalesHQ.com, you can post up to two jobs for free Q: How long will my job post remain active on the site? A: 30 days Q: How will job seekers contact me? A: The job form requires that you enter a valid e-mail address so that job ...

Have you ever experienced an interview that made your head spin? Did you feel like you were "on the spot" during the entire interview? Chances are it was a behavioral interview, the latest trend in interviewing. In this email, I will tell you everything you need to know about behavioral interviews and four secrets to doing well in this setting. What ...

The difference between hiring the best sales talent and coming second best is your willingness to take ownership of the process. Job boards, recruitment agencies and referrals are all tools that can help you find potential candidates; but committing to developing a recruitment strategy that encompasses a range of techniques for sourcing and retaining staff will make each element significantly more ...

Interviewing has been called an art, and there's no doubt that it calls for insight and creativity. But it's also a science, requiring process, methods, and consistency to produce truly accurate and effective results. Look at it this way: Your art will flourish within the sound framework of a systematic, scientific approach. "Having a preplanned structure ensures you're asking the right ...

Your preparation for the interview (discussed in Part 1 of this series) has equipped you with a number of questions that will help you get to know and evaluate candidates. But there's plenty more to do before, during and after the interview to ensure your success. Follow these tips: h4. Before the Interview Put candidates at ease: Interviewing can be stressful, ...

Fair hiring laws were enacted to give every candidate a fair shake in the interview and selection process. Yet more than 40 years after the first of these guidelines became law, job candidates today still are asked questions that are illegal, insulting, and irrelevant to job performance. The keys to eradicating this kind of behavior are ongoing education and consistent interviewing ...

Life would be grand if we could sprinkle a few seeds in the ground, fertilize, add water…and a great sales person would sprout. This is truly a pipedream, but one often pursued by small business owners and sales management executives in their quest to find great sales talent. Rather than grow their own, they attempt to steal the crops from their ...