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Terri's Takes on Hiring Rainmakers
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"Terri's Takes on Hiring Rainmakers
Terri Robinson - Sales Executive Recruiter
Terri's specialty is helping you recruit and hire Rainmakers for your sales force. Based out of http://Recruit2Hire.com
For great articles on recruiting, hiring retaining sales Rainmakers, visit Terri's articles page
Thursday, November 20, 2008
The Secrets of Hiring Great Sales People Finally Revealed
Lou Adler hits it on the head "again"! Many of the salespeople I have interviewed over the years have said they can sell anything. Their track record in a variety of industries would seem to back up their assertion. But oftentimes a client insists that a person has to have worked in THEIR industry or they won't even consider them. Makes me wonder if they are really looking for the industry experience - or the book of business???
Here's Lou's take on hiring great sales people: (seen on ERE.Net)
"Over the years, I’ve been involved in developing hiring tools for sales representatives in a variety of industries including high technology, financial services, industrial products, consumer products, auto sales, woman’s cosmetics, business services, medical products, pharmaceuticals, and healthcare.
Surprisingly, most sales managers make the same bad decisions, regardless of the product or industry.
Here’s the list of where most sales managers go wrong. Start eliminating these error-producing behaviors and just about all of your sales hiring mistakes will go away.
They think their job is unique. They’re not. There is a common sales process behind each one, that when understood can be used to benchmark any candidate’s past performance against.
They overvalue first impressions. First impressions don’t predict performance. People with great first impressions are frequently incompetent and people with marginal first impression often have a track record of"
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