3 Benefits of Continuous Recruitment for Sales

3 Benefits of Continuous Recruitment for Sales

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.

On the sales manager’s list of tasks, recruitment ranks low among priorities. When there is a need for one or more salespeople, managers dive into recruitment and put all their forces into battle. Often, just to hire the “least worst” candidates at the end of the recruitment process. TWEET THIS

However, the trend is increasing that companies need to recruit salespeople continuously.

Obviously, the first benefit of continuous recruitment is the ability to hire more quickly when the sales organization […]

Good & Bad News for Sales Managers Looking to Hire Quality Salespeople

Good & Bad News for Sales Managers Looking to Hire Quality Salespeople

It appears that the unemployment rate is going down. That’s a good thing, right? It means the economy is growing. Consumption is up causing demand to go up, which will help sales teams sell more. This is good news right? Well, yes and no. While it may make it easier on salespeople to sell when demand increases, it makes it harder on sales managers to find quality salespeople to do the job.

I hear the cry of many an employer stressing over the difficulty they have in hiring good quality salespeople. I have witnessed countless clients struggle with this. Even during […]

Five Most Common Complaints About the Sales Team – Part Three

Five Most Common Complaints About the Sales Team – Part Three

#3 They Aren’t Who They Appeared To Be in the Interview

The third biggest complaint I hear from business owners and sales managers about salespeople is that they aren’t who they appeared to be in the interview.  If you hire the wrong person it is your fault not theirs.  Everybody is going to be on their best behavior in the interview.  Any salesperson with an ounce of skill will probably try to bond with you so you like them.  The good news is that this problem is totally fixable.  But the problem lies with you as previously stated.  Frequently we see […]

Dumping the Crisis Management Burden on Sales Managers Dampens Growth

Dumping the Crisis Management Burden on Sales Managers Dampens Growth

In my last article, Crisis Management Hampers Sales Managers’ Effectiveness, I discussed the shocking amount of time that many sales managers are spending on crisis management. I conducted a rough poll of business owners regarding this topic and provided a list of possible ways that the sales manager could be spending the bulk of his or her time. Much to my disappointment, the vast majority of the business owners polled indicated that their sales managers spend the bulk of their time in crisis management. This is valuable time that they could be spending coaching and motivating their salespeople to improve […]

Crisis Management Hampers Sales Managers’ Effectiveness

Crisis Management Hampers Sales Managers’ Effectiveness

I just returned from sunny Marco Island, FL where I was speaking to a group of business owners about sales management. Actually the title of my program was “Ineffective Sales Management Kills Growth… Duh”. The group included both business owners who directly manage their sales teams as well as business owners who have dedicated sales managers.

As I usually do I discussed the 5 essential skills of effective sales managers: Coaching, Motivating, Holding Salespeople Accountable, Recruiting and Mentoring. By the way you can download my new eBook, The 5 Essentials of Effective Sales Management, on this topic. Without fail, when I […]