Hiring isn’t an exact science. Sometimes you think you have identified the perfect sales candidate, and it doesn’t pan out. Other times you aren’t quite sure whether the person will be a fit, and it does work. But within the high-stakes challenge of building a world-class sales organization, there are four things you can do to decrease uncertainty and increase your success rate.
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.
Attention prospective salespeople—here’s a hint. If you want to work on my sales team, you have to show me you can sell.
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?
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.
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?