Posts tagged Myth
You Can Hire a Sales “super Star” – a Sales Management Myth
Sep 4th
Most of the candidates that you’ll interview for a sales or business development position, will fall into the 80 percent of the sales professionals who produce just 20 percent of the sales. This ratio falls within the parameters of the Pareto rule, originally devised at the turn of the 20th Century by an Italian economist More >
Hire a 10 – a Sales Management Myth
Jul 17th
For many years as a sales manager, I would only hire the stereotypical sales representative. You know the typeâon a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few people skills, Iâd always recruit More >
Hiring Top Candidates for Sales Positions – a Sales Management Myth
Jul 16th
Hiring expert, Robert Cameron of Robert A. Cameron & Associates, has written, “I see the pattern of poor hiring far more than what would seem logical. In fact I am frequently flabbergasted by the poor hiring practices I have observed.” Like Cameron, I have seen bad hiring practices by sales managers in companies and professional More >
Hire Someone With Product Knowledge – a Sales Management Myth:
Jun 3rd
Hiring a candidate for your sales position who has âproduct knowledgeâ seems at first thought to be a smart move. Obviously you can save money on training if your new hire knows your industry. Right? Donât believe it!
Product knowledge is highly overrated by most sales managers and has little to do with a representativeâs ability More >
Cold Calling: the Myth of Cold Calling 2.0 and Other Urban Legends
Jun 2nd
I receive Google Alerts daily on my favorite subject of conversation, cold calling, and I read them. I’m always on the lookout for an opportunity to contribute to a discussion on cold calling, sales, or any other related subject, especially if I can inject some self-promotion!
In the over four years that I’ve been following this More >