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The Center for Sales Strategy Blog

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. 

Topics: hiring salespeople Social Media

6 Hiring Scenario Mistakes and How to Avoid Them

avoid hiring the wrong personThere is nothing more impactful than adding the right seller to your team. Conversely, there is nothing more impactful when adding the wrong seller to your team!

Here’s a list of six scenarios managers find themselves in when hiring sellers that lead to hiring the wrong person, plus things managers can do to avoid them.

Topics: hiring salespeople Talent

Looking for Talent in all the "Wrong" Places

looking for superstar sales talentA recruiter walks into a bar, a church, and a mall…

No, that's not the opening line of a mildly inappropriate joke, it's where you need to go to find superstar talent. No, I'm not kidding. 

Let me guess, you've been recruiting from your competition for years, right? How is that working out for you? Wait, don't tell me. You don't need to. I hear the complaints from sales managers every day from every part of the country. It doesn't matter if you are in one of the largest markets or one of the smallest, finding great, talented salespeople is TOUGH! 

Topics: hiring salespeople sales management Talent

There's a Huge Difference Between Hiring and Recruiting

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Your sales team determines the success or failure of your operation.

This shouldn't come as a surprise to you, but if you're like other sales managers, you don’t start looking for new sales candidates until one of your salespeople leaves the company.

By then, it’s too late. You'll have to scramble to fill the role.

This chaos will often result in you rushing to find the right person or settling for someone who is just “good enough.” These hasty hiring decisions don't solve anything. You still need a great salesperson, and the person you just hired isn't likely to be that.

Topics: hiring salespeople sales management Talent

One Tip to Help Recruit Top Sales Talent (VIDEO)

 

Topics: hiring salespeople sales management Talent

Are These Three Things Affecting Your Sales Revenue?

improve sales revenueMost sales organizations are dealing with some hidden constraints that negatively impact revenue and cash. Here’s a list of the three most common, plus solutions to eliminate them.

Topics: hiring salespeople sales management Talent

Set Your New Hire Up for Success: Continuous Strength Development

providing detailed sales feedbackThis is the fourth and final post in a four-part series on how managers can set new hires up for success. You can click to view the previous posts on providing detailed feedback, building relationships that will lead to stronger sales performance and maximizing strengths and working around weaknesses. 

Ongoing coaching and strength development are key factors in retaining people long-term, yet statistics show employees often feel as though they don’t have a specific development plan. According to a Saba survey, 60% of leaders believe they provide employees with a clear career path, but only 36% of employees agree. The very best managers spend time coaching their people and have an individualized development plan for each person. 

Topics: hiring salespeople Management developing strengths sales management talent dashboard