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The Center for Sales Strategy Blog

Hiring for Culture Fit—The Secret Weapon

Hiring for Culture Fit—the Secret Weapon

To remain competitive, organizations must invest more time and effort into the selection process. If you’re curious why so many companies fail to fully activate the talents of their people, take a closer look at how they make their hiring decisions. 

Regardless of what your company does, there is only one way to build a top-performing organization. You need to make sure you get both the talent and the culture fit right with every single hire you make.

Topics: hiring salespeople company culture culture

9 Sales Leadership Qualities to Look for in Top Performers

9 Sales Leadership Qualities to Look for in Top Performers

Recruiting top-performing sales leadership for your organization is harder than ever. The quality of the sales organization is directly associated with the quality of sales leadership.

When looking for top-performing sales leaders, you can’t just look for great salespeople. You need someone who can coach, go in the field, watch, and understand the sales process. Here are nine qualities to consider when you’re evaluating sales management talent. 

Topics: hiring salespeople Talent leadership

How to Know if Your Job is Right for You

 

How to Know if Your Job is Right for You

Research shows us that 1/3 of our life is spent at work, that's over 90,000 hours. Given those statistics, it's safe to say that it's highly important to our overall well-being that we're in the right job.

We have a short window of time to make our mark on this world while at the same time finding happiness. At some point, we all complain about our jobs—and the grass can often feel greener somewhere else. But there’s a difference between job slump and being in the wrong career.

If you're asking yourself whether your job is right for you, here are some simple steps you can take to find out!

Topics: hiring salespeople employee retention

5 Ways to Reduce High Turnover Rates

5 Ways to Reduce High Turnover Rates

From prospecting clients to making the pitch, it’s the sales team that brings your business profits. When you work in a profession where quarterly quotas and revenue goals need to be met, you can’t afford a high turnover rate.

When meeting with clients, how often are they experiencing sales problems that are often due to extreme turnover on their sales team? There are multiple reasons behind sales rep turnover, one of the biggest being ineffective sales managers. Other reasons range from poor company culture and inadequate pay to lack of training.

A modest amount of turnover is expected. Plus, it’s good to bring on new people with different perspectives, ideas, and capabilities. However, turnover rates near 35% can be costly and reflect poorly on your organization in more ways than one.

Topics: hiring salespeople Talent reduce turnover

How to Strengthen Your Team With Each New Hire

culture-team-new-hireYour employees are the foundation of your company and your culture. So, it stands to reason that every hire you make will either enhance your culture or detract from it - one person at a time.

Infographic: Top 15 Reasons Your Employees StayWe know that finding top talent is difficult! And with the current talent shortage, now more than ever, the candidate is in the driver’s seat. Once you finally find the right person to bring onboard, someone with the right talents and the right fit for your team, you want to do everything you can to develop and keep them. And this starts from the moment you send them that offer letter.

Did you know that Zappos pays new hires $2000 to quit within the first week of their employment? Although that seems like an incredible gamble with their hiring budget, this policy encourages those who are only there for the paycheck to take the money and run, leaving those who really want to be there.

Topics: hiring salespeople Talent company culture

5 Biggest Interview Pitfalls—and How to Avoid Them

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Interviewing salespeople is tough! Screening, uncovering, and selecting top talent takes a lot of practice and a reliable process. And it is essential to avoid the most common pitfalls along the way.

As far as interview questions go, the best are the ones provided in a validated scientific talent instrument used (toward the end of your selection process) by a certified Talent Analyst. The next best interview questions are those you yourself can ask each candidate to gain insight into their thoughts, feelings, and behaviors—to determine whether there is enough evidence of talent to invest more time in them.

I often work with our clients to help them improve their interview techniques and become better at moving the right people forward in the funnel. Those who are the very best at recruiting and selecting top talent know that strong screening in the beginning leads to a much more talented candidate pool every time. Those that don’t commit to that kind of consistent practice tend to get stuck in one of five common interviewing traps and often find themselves disappointed with the underperformance of those they’ve brought on board.

In order to better take advantage of every golden interview opportunity that comes your way, you need to know these traps welland then avoid them.

Topics: hiring salespeople Talent

One Key to Hiring Superstar Sales Talent? Know Your Management Style.

hiring superstar talentI spend a lot of time giving pre-hire feedback to managers about candidates. We discuss managing strengths and coaching weaknesses. We talk about how strengths and weaknesses can work together or can tug in opposite directions. 

At the end of each conversation, it's my sincere hope that the hiring manager has a well-rounded view of their candidate and how they will “fit” or “don't fit” in a position. But there is another question that needs to be asked. Does the candidate also fit the manager? 

Topics: hiring salespeople sales management coaching

How to Hire a Great Sales Hunter

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Simple life lesson: One of the best ways to find exactly what you need is to know exactly what you’re looking for.

We regularly work with hiring managers and recruiters to clearly define the role they are working to fill so they know exactly what they need for superstar performance. This morning I received an email from a sales manager asking which talents he should look for to hire a strong sales hunter. Great question! So good, in fact, I thought I’d share my response with you.

Topics: hiring salespeople Talent

Eliminate Hiring Mistakes by Evaluating These 8 Fit Factors

using fit factors to hire salespeopleWorld-class managers understand this essential element of hiring salespeople: talent is meaningless without FIT!

As a hiring manager, considering fit as carefully as talent is critical to a successful hire. Unfortunately, some managers discover fit problems after they hire a seller. Avoid this problem by evaluating these eight fit factors during the hiring process.

Topics: hiring salespeople sales management

Attract Great Candidates and Get More Mileage Out of Your Job Postings on Social Media (VIDEO)

In this video, Kim Alexandre, VP/Senior Consultant at The Center for Sales Strategy, shares tips to get more engagement and attract great candidates from your job postings on social media. 

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Topics: hiring salespeople Social Media