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Can You Afford a Bad Sales Hire? Read This Now

By David Jacoby

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If you're a football fan, you're no doubt familiar with the woeful tale of Johnny Manziel’s brief professional football career. Manziel was a star college quarterback who won the Heisman trophy as a freshman in 2012. The Cleveland Browns later drafted him in the first round of the 2014 NFL draft, where he played for two injury-prone seasons in 2014-2015.

Manziel’s time at Cleveland was plagued by questions about his behavior, work ethic, substance abuse, off-the-field problems, as well as his inability to translate his college game to the professional level. The impact on the Cleveland Browns was catastrophic. They wasted a precious first round draft pick as well as lost time and money. Here is a description of how he hurt Cleveland as well as a litany of his bad behavior

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How to Knock Your Next Sales Interview Out of the Park

By Ray Makela

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Attention prospective salespeople—here’s a hint. If you want to work on my sales team, you have to show me you can sell.
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How to Improve Your Sales Hiring Process Success Rate

By Ray Makela

On this episode, Mary Ann, MBA asks: In today's business landscape constantly changing e.g. new products, competition, changing workforce (boomers retiring, millennials moving up) and pressures to achieve sales targets/company goals, how do you make more informed, confident hiring decisions?

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Hiring the Best Salesperson: Think CAT

By David Jacoby

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Imagine that you could go on an action/adventure vacation anywhere in the world, where would you go?  Maybe a safari in Namibia, trekking in the Himalayas, or perhaps exploring ancient ruins in Peru. The possibilities are endless.

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Five Key Salesperson Qualities Needed for Success

By Norman Behar

On this episode, Paul O'Connell asks: What are the attitudes that help the most successful salespeople excel? Core sales skills seem to be a reasonably well-understood part of a sales professional's grounding. I'm curious about what brings those skills to life with the best effect. In particular, what are the key attitudes you see that set the most successful salespeople apart?

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The #1 Trait to Look for in a New Sales Rep

By Ray Makela

Finding salespeople is easy but finding the right salespeople is a challenging task. Plus the cost of a bad hire is high. In this episode, Ray Makela talks about the number one trait to look for in a new sales rep, how to look for it, and how to develop it within your sales organization.

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How to Hire the Right Salespeople

By Norman Behar

On this episode, Anne Sommi Edmondson, Executive Vice President of Marketing asks: In one of my past jobs, we churned through salespeople. There was always a reason they didn't work. I believe they just weren't hiring the right people. My question is, do you hire salespeople or do you hire skill sets?

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Sales Grit: It's What to Look for in an Employee

By Ray Makela

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It’s about Grit.

Grit is passion and perseverance to long term goals. According to Angela Lee Duckworth, “Grit” wins over IQ, EQ, raw talent, and education. In her fascinating TED talk, Angela outlines her research that looked at students, Army cadets, teachers and salespeople. Her findings are profound: Grit is a better predictor of success than any other factor.

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How to Hire Top People With Behavioral Interviewing for Sales

By Marlaina Capes

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Amazon is notorious for having a challenging hiring process. In fact, Jeff Bezos, CEO of Amazon, once said “I’d rather interview 50 people and not hire anyone than hire the wrong person.” 

Should sales managers be so picky when building their teams? Absolutely. Bad hiring decisions are easy to make, but have long-term effects. We have all been in situations where we need to fill a position quickly and the candidate we hired seemed great during the interview process only to be a failure once on the job. As many sales managers have discovered, many sales people do their best selling during the job interview process. Unfortunately, the consequences of a bad hire are severe: hiring expense, training costs, lost productivity, risk of losing customers and so on.

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What Would a Football Recruiter Look for to Find Top Sales Talent

By David Jacoby

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Does it seem like the NFL season plays out on TV or sports talk radio 365 days a year? I was watching ESPN and one NFL analyst was discussing a recent draft. He noted three intangibles that would ultimately predict a player’s future success in the NFL: Energy, Focus, and Toughness.

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Are You Hiring Effective Sales People?

By Pat Hansen

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One of the most frequent questions I hear from sales leaders is what are the key attributes I should look for when I hire a new sales person? Like many subjective questions, I respond that “it depends on what you are looking for that person to accomplish”. All too often, sales leaders find themselves hiring sales people who appear to have the right background and experience only to see them underperform in the sales role they’ve been hired for.

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