Our good friends over at SalesForce Search taught me something very valuable the other day. It’s called “The Rule of 6”. “The Rule of 6” had relevance on a recent sales call I had with a prospect who needs to hire a new salesperson. We discussed the role, and the characteristics of the sales person…
Have you ever hired someone who looked good, smelled good, and sounded good, only to later find that the only thing the person could sell was themselves? You’re not alone. Join the club. As a sales manager, one of your responsibilities is to hire people who will get the job done properly. That means finding…
Fact: Using behavioral interviewing can increase by nearly 60% your chances of hiring the right employee. In fact, extensive research supports behavioral interviewing (i.e. using past performance as a reliable indicator of future performance) as the most effective interviewing technique available to evaluate suitable applicants. In a nutshell: Behavior-based interviewing is an approach that looks…
As you probably know, at SalesForce we are big fans of LinkedIn, and in particular, the numerous groups that we are members of. One of our favorite groups is Sales Gravy, a tremendous web based resource for sales professionals that posts a wealth of online resources, including sales jobs, networking opportunities and white papers. This blog is a portion of a more…
