The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.

In my sales management career, I would bet that I've seen about 5,000 resumes for sales people. Yet, I still haven't seen one that shows someone who has achieved 40% of quota. Every single resume shows 100%, 200%, 2,000,000% of goal. Where are all of the people who have had less than stellar sales performances?...

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There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well.


There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. Many err and "promote" their best seller to a sales management position. Why this is called a promotion is beyond me. The job of the sales manager is vastly different than...

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Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will tell you that screening sales talent is the toughest of all. Why? Sales people are trained in the art of persuasion. They know how to provide the desired responses to the questions. Even more daunting is when you are interviewing sales people that worked for a competitor. These sales people know the language and industry buzz words making it even more challenging to screen them. Fret not! It is possible...

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Recently, I was asked to provide my thoughts on sales people and the requirement that they "ask for the business" as a closing technique. I've always taken issue with this approach. Maybe in the 1960s or 1970s, people were different and enjoyed being asked what it would take to get their business. I doubt it, but I wasn't old enough at the time to have experienced it.

To me, sales has never been about closing. It is about formulating a mutually beneficial relationship between...

SalesDodo

Sales Dodo recently released a powerful white paper titled, “Are There Criminals On Your Sales Team?” It is intended for recruiters and employers to help them better screen their sales people.

Lee Salz, President of Sales Dodo, said, “There is a tremendous amount of misinformation in the marketplace about how to formulate the scope of an effective criminal background check program for a sales team. Most companies have a background screening scope that they use for all employees....

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