Recruiting Strategy

We Have Better Metrics to Foucs on Than Quality of Hire

We Have Better Metrics to Foucs on Than Quality of Hire

Quality of Hire: Another Meaningless Metric for Sales Hires

Measuring recruitment success in the sales department has never been more important. In today’s hyper-competitive landscape, every sales hire counts. Time-to-fill, the all-time most important recruitment metric, has been replaced with an overarching obsession for “quality of hire.” Yet one deeply entrenched problem remains inherent in this metric. Unlike measuring time-to-fill, which is a fairly straight forward calculation, untethering quality of hire from other variables is virtually impossible. You don’ have a shot at making this measurement meaningful for your sales hires. It’s too intertwined and dependent upon other pre-hire variables.

The Number One Way to Build a Successful Sales Team

The Number One Way to Build a Successful Sales Team

Is Building a Winning Sales Team as Simple as Following a Proven Recipe?

If I want to bake a chocolate cake, I’ll pull out a recipe book. Then I’ll follow the directions and in about an hour and a half or so I’ll have a cake. If you just follow a recipe, you’ll get predictable results. Right?

Except every time I try to bake a chocolate cake, it never comes out quite the same. Sometimes they’re good , sometimes they’re burnt, other times they just taste like a cardboard sponge. (Not sure I’ve ever eaten a cardboard sponge, but you get the point.)

Why Trying to Recruit and Hire the "Perfect Salesperson" is a Recipe for Disaster

Why Trying to Recruit and Hire the "Perfect Salesperson" is a Recipe for Disaster

Are You Still Trying to Recruit and Hire the "Perfect Salesperson"?

Hiring can bring out your worst fears. Especially if you’re a new manager or just starting with a new organization. When your first goal is to immediately staff up—your reputation hangs in the balance. Everyone’s watching...quietly rooting for your success or failure.

Top 3 Ways to Avoid the Pain of Hiring the Wrong Salesperson

Top 3 Ways to Avoid the Pain of Hiring the Wrong Salesperson

Hiring the Right Salespeople is Powerful

Gallup reports companies increase profitability by 30% when companies pick top employees.

So what happens when you pick the wrong employees?

Mis-hires are expensive, embarrassing, and potential career killers. According to the Corporate Executive Board survey on hiring executives, one out of five hires is a mistake. Yes, you read that correctly. One out of five, or 20%.

Avoid Losing New Sales Recruits to Counteroffers

Avoid Losing New Sales Recruits to Counteroffers

Dealing with Counteroffers

The single biggest recruiting expense is time.

Never waste your time trying to recruit someone who is unrecruitable. The following guidelines will save you from murdering your own time. Hoping and betting on long-shot candidates will kill hours and weeks of your life. Save yourself from the misery and heartbreak that comes from counteroffer acceptance: Read More

Running Out of Time? How Can You Hire Salespeople Now?

Running Out of Time? How Can You Hire Salespeople Now?

Have You Considered These Recruiting Channels?

With Q4 quickly coming to a close it’s time to step up your sales recruitment game as you look towards 2016. Now more than ever, top sales talent is hard to come by, and you’re not alone in the quest. With rapidly increasing numbers of counteroffers and top candidates receiving multiple offers, it’s time to tighten up your sales recruitment efforts.  Read More

What do Dolly Parton, Jerry Seinfeld, and Rock Star Sales Rep Mike Have in Common?

What do Dolly Parton, Jerry Seinfeld, and Rock Star Sales Rep Mike Have in Common?

Providing Sales Talent With More Than an Internet Connection

Imagine you run a production company. You’ve had a few big wins and business is going well. You’ve hired a master songwriter, and you’re certain you have the next big hit. In fact, this song’s so catchy, even a second tier singer could make it a hit.

But your business is just starting to gain momentum. And what you really need at this stage in the game is a big star. You know a hit song combined with a big name performer will almost guarantee financial success.

So you go out and recruit Dolly Parton. Sure, it takes a few months to get her attention. But you’re convincing, persuasive, and she likes your song. Read More