Those aren’t my words but rather the findings from a Selling Power survey. From the article: A recent Selling Power online survey found that 29 percent of sales leaders judged their CEO useless when it comes to creating a sale. Almost one third and I think I have worked for all of them! The savvy sales CEO is a rare bird indeed. Of course there is more to the article than just this survey. The author focuses on the customer experience as seen through your salesperson representing your company in the market. This representation is critical in making a successful sales hire – you have to envision the salesperson selling… Read More
Continue ReadingSales Interviews Are Uncomfortable
I about fell out of my chair reading this SellingPower.com article – Interviews Get Comfortable. A quick excerpt to set the tone: “It’s your job as an interviewer to make the candidate feel comfortable and it starts from the moment you see that person,” says Barbara Pachter, a speaker, trainer, coach, and author of numerous business books, including The Power of Positive Confrontation (Marlowe & Co., 2006). Pachter does acknowledge that there are times when interviewers put candidates in awkward positions to view reactions, but for the most part they should work to put candidates at ease. Her suggestions for putting candidates at ease include: Be a gracious host.… Read More
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