To Fire or Not to Fire? How a Virtual Termination Oracle Can Help

Ever fired someone? It’s a hell of a lot harder than it seems. And oddly, with more experience leading people, making that decision becomes even more difficult. At least for me it has.  At this stage in my career I better understand the overall impact to all involved than the first time I let someone go.

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sales management, hiring assessment, sales skills, selling behavior, sales assessment, selling intelligence, firing a friend, sales enablement, firing sales, sales judgement, sales enablement tools, pre-hire sales assessment, firing assessment

What do you know about your newly hired salesperson on day one?

What do you know about your newly hired salesperson on day one? Not much, really. Considering you’re going to put a hefty quota, your company’s reputation, and your valued customers, firmly in their hands, I would say you are essentially gambling.

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how to hire salesperson, hiring sales reps, how to hire sales, hiring assessment, making quota, sales quota, sales rep, recruit sales

2 Signs Your Sales Management Suffers From Bias Induced Blindness

Perhaps your sales management values hard work, or intelligence above all else. Doesn’t sound like a bias that would be detrimental to the sales organization. However, it could be costing your company big time.

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sales work ethic, sales management, hiring assessment, sales management skills, sales skills, sales, sales assessment, assessment based training, selling intelligence, sales intelligence, assessments

Pre-Hire Assessments - The Sales Manager's Crystal Ball..

You need to hire a rep.  You’re under pressure. The territory is active and you’re filling the gap, but you’re not getting the results you need to fulfill numbers obligations. So, you begin a search.  After sifting through so many resumes your eyes are beginning to emit smoke, you invite a candidate to meet.

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hiring assessment, sales assessments, assessment based sales training, sales assessment, assessment based training, hr assessments, pre-hire assessments, assessments

Selling Intelligence at Work: A Case Study

Really, there’s only one thing you must know about your reps - it’s their level of Selling Intelligence. Think “Emotional Intelligence” for selling. This personal story will give you a glimpse into what I’m talking about.

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sales team, sales work ethic, hiring assessment, sales skills, sales, selling behavior, si sales, sales assertiveness, sales assessment, selling intelligence, cognitive skills sales, sales achievement drive, sales intiative, pre-hire assessments, sales analysis, product knowledge sales, achievement drive

How to Avoid Hiring Your Next Fire (Hint: Google Does It This Way)...

Recently I’ve spent quite a bit of time talking to heads of sales and sales development about the needs of their organizations. Eventually the topic turns to their hiring practices. In most cases they describe a very rigorous process with having multiple people in their organization conduct interviews, checking references, and verifying W-2s. Many say they only hire experienced salespeople with more than 10 years in the industry.

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selleraton, Google, hiring sales reps, schmidt hunter, accenture frozen middle, sales management, Recruitment, hiring assessment, Laszlo Bock

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