ManageSmarter has a great article titled, The Ideal Job Candidate: Myth or Reality? that touches on a subject that we have posted on many times. I cannot begin to tell you how many conversations we have around this subject with clients and prospects. Jeff Schmitt has 3 points he writes about when it comes to hiring. As a a hiring manager, I would recommend that you keep these points in mind as you begin a hiring process: Examine yourself. Look at your recruiting effort. Are you still reposting that same job description after another fruitless round of interviews? Unfortunately, this doesn’t change one element: the problem is you haven’t adapted.… Read More
Continue ReadingDefining The Sale
Salesopedia.com offers an excellent article titled Top Salespeople Win at the Numbers Game. The article is a bit of a promo for a specific selling system, but the author provides a list of questions that all sales managers should retain. In the last 6 months: 1. What is the average number of prospects that you attempted to call (dials per week?) 2. What percentage of those dials resulted in contact with a decision maker (not voice mail or a gatekeeper)? 3. Out of all the dialing you did in #1, what percentage resulted in talking to the person who could sign a contract, issue a purchase order, or cut a… Read More
Continue Reading