What Qualifications Determine Sales Success?

Here’s what we often see from hiring managers or recruiters that focus on a wide variety of positions.  They tend to look for qualifications in their sourcing activities.  Obviously, this approach is warranted and required when sourcing for positions like accountants, medical personnel, IT, engineers and so forth. But what about sales?  What qualifications determine sales success?  A college degree?  5, 7 or 10 years tenure?  Industry experience? The difficulty in sales is that there are so few, if any, verifiable qualifications that properly filter applicants out.  The better approach is to list the skills that the sale requires.  Notice I didn’t write “position?”  The typical sale is what needs to… Read More

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Now Is The Time

We have been sourcing for a handful of sales positions around the country this past weekend and we are starting to see some potential movement of strong candidates.  What I mean is that there is some contraction about to start among large sales forces.  Some strong salespeople will be pushed out in the contraction which makes for an excellent time to expand or upgrade your sales team. Revenue-generating positions are always a priority no matter what the economy does.  A slowdown generally pushes companies towards cost-saving maneuvers which is good for sales hiring – some good salespeople are going to be squeezed out. One example is a candidate we recently… Read More

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