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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