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Easy Steps to Hire Better Salespeople


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Most Hiring Managers would agree that Reference Checking should be a mandatory component of any hiring process. However, many of those same Managers would say they are skeptical of the quality of the information they receive from References, and that they question the value of this step in the hiring process.

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Easy Steps to Hire Better Salespeople

  2. 2. How can my company hire better sales people? Over the past 12 years we have been invited into countless President and CEO’s offices to discuss the topic of hiring salespeople. Before the President/CEO opens his/her mouth, we can typically predict what they are going to say. We could hand them over a few comment cards with the following issues and almost guarantee their thoughts will be one or two statements on the card. Comments like..
  3. 3. How can my company hire better sales people? • Hiring Salespeople in this organization has been our biggest challenge! • We have X number of salespeople but only 20% of them are running on all cylinders – we need better salespeople! • We figure over the past year the cost of our bad hires in the sales department has been $X. Many times the figure is in the millions of dollars.
  4. 4. How can my company hire better sales people? • Our Sales Managers keep hiring the wrong salespeople on the team. • The cost of hiring mistakes in our sales department is causing the whole company to suffer • And the list of comments goes on….
  5. 5. The reason we continue to hear these “hiring mistakes” comments is because we are being brought into the company to assist in hiring the right sales team members through a structured hiring process. What is surprising is to see how little process and logic has been put into existing sales teams hiring processes.
  6. 6. Here are a few points that will assist hiring teams in starting to get on solid ground when hiring their next salesperson. 1. Industry knowledge trap 2. No structure to the initial interview. 3. Accountability after the interview. 4. Bring other forms of assessments into the evaluation process.
  7. 7. Hiring salespeople should not be difficult or a mystery. Incorporating these four points mentioned in this article will bring more accuracy and profitability to each hire. A job simulation can save companies huge money and greatly reduce turnover when compared to traditional hiring methods.
  8. 8. Learn More… You can learn more about in-tray exercises, job simulations, sales role-play, assessment centres & more by visiting us at or