Archive for 'Recruiting'

Three Things That I Would Do Differently as a Sales Manager

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Three Things That I Would Do Differently as a Sales Manager

I spent most of my professional life as a sales manager in some form or another. I had my share of successes and … not such successes. Most of these were related to the hiring and development of reps. I gave up managing 12 years ago largely because I was tired of the stress. Selling is much more fun!

Certainly, if I were to hire and develop salespeople today, you would have to be an idiot to ...

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The Search for Social Salespeople

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The Search for Social Salespeople

It’s been a lot of years since I last hired and ran a sales team which was in … 2005. Yikes! That long ago!? Still, over 80% of my career was spent doing just that. Finding and selecting the right salesperson for your company is one of the most critical, and difficult, challenges that any sales manager is faced with. While I think that I have always been a pretty good judge of people, like most of us, my choices ...

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What Is a Successful B2B Sales Personality For a Startup?

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What Is a Successful B2B Sales Personality For a Startup?

Over the last ten years of running startups, I have observed two very fascinating patterns:

  1. Sales is one area where the leaders of the organisation can’t really do much to change things around; it is all in the hands of the sales force.
  2. Most successful salespeople do not even know why they do better than the rest. They say it comes to them naturally.

What it boils down to is the ...

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Social Media For HR Recruiters [Slide Show}

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Social Media For HR Recruiters [Slide Show}

Are you currently using social media as a tool in your recruitment efforts? Most folks are and for those of you who have not yet investigated this arena, you need to!  This slide deck is from a recent presentation that I did through the Idaho Department of Labor  

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Social Media for Recruiting | 8 Ways to Peel The Onion

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Social Media for Recruiting | 8 Ways to Peel The Onion

Do you remember the sickening feeling that you got when you finally came to the realization that the all-star you had hired three months ago was no all-star at all? I have probably felt this queasiness 100’s of times over the past 37 years while recruiting salespeople. Occasionally I have gotten so damn mad that I have wanted to knock that person over the head and then skin them! I knew that, whatever was inside, this was not the person ...

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