Hiring The Wrong Salesperson? What Is The Cost? Avoid The 3 Major Mistakes!
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Barry Deutsch
onto What Do Great Leaders Do Differently? |
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AlGonzalezinfo's curator insight,
January 7, 2013 6:23 AM
When we receive feedback with an open heart, it is easier to look in the mirror and improve.
Martin o'neon's curator insight,
January 8, 2013 10:06 AM
Why do most managers and executives have trouble "coaching" their teams to higher levels of peformance? Why is it that so few companies spend NOTHING on training managers and executives how to coach, inspire, delegate, assign, and give feedback?
Everyone pays lipservice to the idea of leading/managing teams, but so few companies put their resources behind the concept of being a great place to work because of the quality of the leadership/management.
We seem to have taken the "heart" out of leading/managing and it's become a very sterile environment that just doesn't work. Trust comes from the heart, and if you're not leading, managing, coaching from that perspective, your team will NEVER trust you!
Barry Deutsch
Leadership Blog for CEOs and Senior Executives in the Vistage and TEC Community
http://www.impacthiringsolutions.com/vistageleadershipcommunity
If your passion is focused on being the best leader possible, join us in our LinkedIn Discussion Group for leadership topics ranging from hiring and retaining top talent to outstanding sales management
http://www.linkedin.com/groups/IMPACT-Hiring-Solutions-Leadership-Management-1925834/about
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Brooke Allen's comment,
June 9, 2013 12:17 PM
Hi, This is Brooke. Once we get down to our finalist candidates we do background checks and pull credit history. This is a legal requirement because we are a securities firm.
Sigrid de Kaste's curator insight,
April 7, 2013 8:01 PM
Looking at yourself...take a good look becasue it's you who makes the team!
Luís Cochofel's curator insight,
January 27, 2013 7:43 AM
Interesting approach to the factors one needs to be aware of in a leadership position.
Luís Cochofel's comment,
January 27, 2013 8:41 AM
Thank you Sandra V. Barbosa. Abri o seu perfil de Linked In, mas está vazio...
Vistage Baltimore's comment,
November 29, 2012 11:28 AM
Thank you so much for sharing this great post by Marv Howard. We are glad you found it valuable.
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This article by Wyn Nathan Davis in The Sales Experts Blog hits the proverbial nail on the head why the current "state" of sales hiring is an abomination in most companies.
Wyn indicates:
"64% of salespeople, who fail, do so because they are in the wrong job, not because they cannot sell. Combine this fact with the knowledge that in many sales forces, 20% of the sales force delivers 80% of the revenues and the value of hiring the right candidate is enormous."
I've presented our hiring program to over 30,000 CEOs and Senior Executives in the last 20 years. Wyn is probably being conservative in his estimates of salesperson performance and success.
I've been studying this issue lately. Hiring sales people who can meet quota appears to be one of the greatest frustrations of many of my clients. Why does salesperson hiring fail? Most studies show that 2/3 or more of sales professionals fail to achieve their annual quotas.
1. You base the decision on rapport, chemistry and likeability more than the ability to perform in the job.
2. You don't have a well-defined hiring process based on best practices in hiring sales professionals. It's arbitrary, random, and generates mixed results.
3. You don't compare your environment of selling with the environments (culture, pace, deal size, activities, effort) the candidate has come from. We call this adaptability in our hiring methodology.
4. The folks responsible for making hiring decisions don't understand how to hire effectively. They've never been trained. They are basing their decisions on important hiring on life experiences. Not training your sales management how to make great hires is a quick guarantee of hiring failure.
When are you planning on giving your sales hiring process and sales manager interview training a check-up?
Barry Deutsch
IMPACT Hiring Solutions HIRE and RETAIN Top Talent
http://www.impacthiringsolutions.com/blog
Do you have a FREE Copy of our best selling e-book on how to hire and retain top talent?
http://www.impacthiringsolutions.com/hiring-managers/hiring-products/our-award-winning-book/a-digital-ebook-version
Learn how your success depends on the quality of the team you build and keep by joining us in our LinkedIn Discussion Group on hiring and retaining top talent
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