One of the most important responsibilities for any sales manager is holding their salespeople accountable. Some sales manager only truly approach this topic at the end of the commission cycle when the rep is underperforming against quota. This approach is better than nothing (which I have personally experienced). This article from Selling Power provides a great process for holding salespeople accountable for consistent revenue production. The takeaway quote: “Just because reps know what they need to do doesn’t mean they’ll do it. It’s like going to the gym €“ you know you should go on your way home, but there are usually myriad reasons for not getting there. Thus once… Read More
Continue ReadingMore from monster.com – Interview Cheat Sheet
A cheat sheet from monster.com that is fairly comprehensive. These tips and prep questions are all excellent from the candidate side of the equation. These items become more troublesome when hiring salespeople. Even bad salespeople have some rapport-building ability that they incorporate into the interview process. There isn’t a hiring manager alive who doesn’t have a sales hiring mistake. We hear story after story about how good a candidate looked in the interview. The story continues with unique stories of different baggage. Some examples: salesperson wouldn’t make calls in their cubicle – they had to go in the conference room salesperson thought the support staff was completely dedicated to them… Read More
Continue ReadingMore Candidate Coaching from Monster
Any sales candidate could spend a solid day prepping themselves for any in-person interview and come across much stronger than they actually are. Unfortunately, this polished veneer is often good enough to land them on your payroll. The veneer is not peeled back until they have been with your company for a period of time. Monster.com offers Interview Questions, Part 3 in their effort to assist candidates. I am not against a candidate preparing for an interview, but companies that over rely on the interview for screening end up with flashy veneer, no substance salespeople. We can’t preach this topic enough – it is far more reliable to run a… Read More
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