This Selling Power article is a quick, solid read. The 5 tips are all on point with this one being my favorite: 2) Metrics without context. Your candidate noted that his or her team closed $2 million in sales last year. That’s great. But what was the quota? What were the expectations? Was this half of what your potential new hire and the team were expected to do? Or did they not only exceed quota, but also outperform every other sales team at the company? Don’t rely on metrics alone; your candidate should provide context that tells the whole story. So much of resume information is devoid of context yet… Read More
Continue ReadingThe Problem With Hunters
They hunt – plain and simple. You could say it is in their blood. This becomes an issue when you are attempting to hire a sales hunter as I have witnessed this past week. One of our customers zeroed in on a particular candidate who is a strong hunter, but my customer took their time in pursuing him. In that time, he uncovered another opportunity and received an offer. That offer was later placed on hold so he returned to my customer for an interview. They thought he would be a great fit, but the first company came back and made him another offer along with my customer. He went… Read More
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