3 Ways to Hire Your Competitors Reps
We previously wrote about Hiring Your Competitor’s Sales Reps and whether this is a good or bad idea. We have several reservations about this as a hiring strategy owing to the limits it places on getting exposed to right reps and/or the best, and can require the disclosure of confidential information to engage the person, […]
New Sales Rep On-Boarding – Coaching
Coaching is one of the most important aspects of ensuring the success of new sales reps. Territory reviews, daily meetings, and prospect planning are critical coaching opportunities as are role plays and call shadowing. The following is an excerpt from our free eBook The First 90 Days – Your Guide to Making New Sales Hires Produce […]
Sales Qualifying Questions and Challenges
We wrote about cold call reluctance earlier this week (see My New Hire Won’t Make Cold Calls). Qualifying a prospect is one of the most critical phases in the sales cycle is another area where we see reps exhibiting reluctance. After the initial call is made, qualifying is one of the most feared phases in […]
My New Sales Hire Won’t Make Cold Calls & How to Attack Sales Call Reluctance
We hear this story a lot. I recently hired a new sales person. During the interview process they seemed like a great hunter. They pursued me during the hiring process and actively closed me during our final interview. Now that the rep is on-board, it seems they won’t pick up the phone to save their […]
10 Steps to Building a Terrible Sales Team
There are countless articles on how to build a high performance sales team (including ours: How To Create A High-Performance Sales Culture), so we decided to take a lighthearted look at how not to build a sales team. Only look for talent when you need to hire – If a hiring manager looks for talent […]
How Serious is Your Potential Sales Hire About Joining Your Company?
When trying to entice a sales professional to join your company, you will no doubt tout all the reasons why your company is a great place for that person to advance his or her career. This is a critical aspect of the courtship when dealing with a prospective sales hire, as is assessing they they […]
Are you wasting your time with reference checks on sales hires?
Reference checks are one of the most critical ways to validate the traits and performance abilities of a potential sales hire (see The Importance of Reference Checks in Sales Hiring). Unfortunately many companies make up their mind to hire someone and then perform only cursory reference checks or, surprisingly often, none at all. Most sales […]
Perfect is the Enemy of Performance in Sales Hiring
We are big fans of being patient and very selective in sales hiring. We don’t advocate settling for mediocre sales people when it comes to building sales teams, because that simply isn’t the path to great sales results. Market leading sales teams dominate by attracting exceptional talent. What is exceptional sales talent? Most of the time […]
Hire and Reject Sales People for the Right Reasons
Anyone who has spent time running sales teams and hiring sales people knows that there are certain personality traits that must exist in a sales person in order for them to be successful. At Peak, we call these traits sales DNA and we place a large emphasis on them because the supporting stats are so […]
The First Week With Your New Sales Hire
We recently talked about how to spend the First Day With Your New Sales Hire and how to maximize chances of success. Here is an additional excerpt from our free eBook The First 90 Days – Your Guide to Making New Sales Hires Produce Fast). Week One – Orientation and Training Setting The Stage For Success […]
