How Companies Routinely Screw Up Hiring the Right Salespeople

Posted by Dave Kurlan on Thu, Oct 22, 2015 @ 14:10 PM

The way that most people watch television these days is to fall in love with a continuing series, and then watch the episodes, on demand, when they want to.  I believe that when it comes to reading, Blogs work the same way as TV.  You find a Blogger whose work you like, who writes about things that interest you and you check back often or subscribe via email or RSS.  That is the case with the sales selection series that I've been sharing for a couple of weeks.  This series of articles is about crazy, stupid sales selection and how some executives say that they want to get it right, but won't allow themselves the leeway to actually get it right.  5 articles have already been posted about this and this article represents the sixth chapter.

Let's catch up.  If you haven't read each of the previous installments, you can find them here:

Sales Selection Case History of BigBrains
Benchmarking Misapplied to Sales Selection at BigBrains
Why Companies Always Get Sales Selection Wrong 
The SalesHack Weighs in on the Sales Selection Issue at BigBrains
The Follow Up Conversation with BigBrains Revealed

Why are so many people interested in this particular case history?  Is it because they can laugh at an executive's inability to see the obvious?  Is it because they could possibly be that executive?  Is it because they like all of the data and science?  Is it the comedy?

I am hosting a Webinar on Wednesday, October 28 at 11 AM when we will discuss this case history and how to improve sales selection.  If you would like to listen in and/or participate, you can register to attend here.

This is all very related to sales selection and sales coaching. If you haven't done a great job on selection, there will be much more pressure on the sales manager to perform great coaching instead!  I led a 40-minute presentation on coaching for Handshake and you can view/listen to the archived recording here.

It appears that I'm promoting things so as long as I'm at it, you absolutely must read this article by Hiplead.  They emailed me a link to this article and I wanted to share what they had to say about how you can get significantly more people to read your emails.

Finally, Top Sales Magazine is going from weekly to monthly and from small to big.  The premier issue is available now and you can download it here.  I contributed a feature article on the state of selling.  

Topics: Dave Kurlan, objective management, top sales assessment, sales selection

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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