What Character Traits Should Hiring Managers and Employment Agencies Look for in Great Sales Candidates?

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That’s a great question.  Hiring managers tend to agree that sales positions are hard to fill  According to sales training giant Rain Group, “It takes an average of three months for a new seller to be ready to interact with buyers, nine months for them to be competent to perform, and 15 months for them… Read more »

Hiring Managers Ask: “What Exactly Is Talent Management And How Should I Approach It?”

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We’re all familiar with the term “talent scout.” It’s a term we normally associate with professional sports scouts.  But as hiring managers aren’t we always on the lookout for talented professionals, in every employee we hire or attempt to recruit?  Isn’t this especially true for top-notch sales talent?  I think we would also agree that… Read more »

The Hiring Manager’s Conundrum: “I’m Just Not Happy With My Overall Quality Of Hire. But Is It Measurable?”

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I think we would all agree that Today’s Hiring Managers are literally in a daily battle to hire top talent, especially sales talent. But does simply filling positions sometimes eclipse the real goal of hiring the best talent available? Hiring the right employee for the right position is loosely known as “quality of hire”. Linked… Read more »

Are Your Hiring Time Horizons Too Long? If So How Can You Optimize Them?

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This is a loaded, and somewhat vague, question. I’m sure we’ve all tried to answer it at some point and probably come away empty. There are valid answers, however, and you came to the right place to get them. I think it’s fair to say that staffing professionals, in general, would concur that the sooner… Read more »

How to Keep Morale High On Your Medical Sales Team During the Holidays

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The winter holidays are full of distractions for sales professionals. There is often important end-of-year deadlines and goals to meet, yet there are also holiday events, family time, gifts and food to purchase, and more.   To keep your medical sales team’s morale high, focus on these areas.  Strike a Work-Life Balance  The winter holidays… Read more »

Is Your Company Ready if Someone Goes on Leave?

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Many workers do their best to schedule their leave. Planned leave reduces stress on both the worker and the team left to cover for them in their absence. Sometimes, however, life intervenes and leave must be taken without notice. When leave is sudden and unexpected, the impact on the remaining team members can be stressful –… Read more »

Why Getting the Right Answers is Only Half of the Interview

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Hiring managers who hear all the right answers from a candidate often walk out of the interview feeling optimistic, even accomplished. After all, they’ve just found exactly who they were looking for. What could go wrong?    Interviewers who only look for the right answers from the candidate, however, miss a key opportunity that could… Read more »

Why Finding the Right Sales Manager Matters More Than Anything

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Every team needs a good leader in order to maximize its strengths, shore up its weaknesses and expand its achievements. Recruiting and cultivating good sales representatives requires that a company first recruit and cultivate good sales leaders.  To find a strong sales manager, focus on candidates who demonstrate the following traits:  Balancing Accountability and Trust … Read more »

How to Tell if Someone is as Ambitious as They Seem in an Interview

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“I’m a real go-getter!”  These words are easy to say, which means that candidates in sales and marketing interviews often say them. And while they tell you how the candidate would like to be perceived, they don’t indicate how ambitious the candidate actually is.  Here are some more effective ways to measure a candidate’s ambition. … Read more »

5 Reasons You Should Always Be Recruiting

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Many sales and marketing leaders don’t think about recruiting until the need to fill a position arises. Only seeking new talent when you need it, however, leaves your team and company vulnerable to poor hires.   Here are five reasons recruiting should be a regular part of your day to day work:  You’ll keep your talent… Read more »