I had an interesting discussion yesterday with a couple of managers for a large automobile dealership about what type of personality a great salesperson should have.  As I had expected, both mangers said they wanted to hire salespeople who were ‘enthusiastic,’ ‘passionate,’ ‘vocal,’ and ‘outgoing.’ 
When we began to examine what these characteristics meant to them, […]

From now through the weekend, Tom Ruff, president of Tom Ruff Company and one of the countries leading pharmaceutical industry recruiters will be answering any questions you may have about landing that job you want.  Feel free to ask Tom any question, but most particularly about the pharmaceutical industry, his area of specialization.

Dave Anderson has just released a series of 3 great little books:
TKO Management: Ten Knock Out Strategies for Becoming the Manager Your People Deserve
TKO Sales!:  Ten Knock Out Strategies for Selling More of Anything
TKO Hiring!:  Ten Knock Out Strategies for Recruiting, Interviewing, and Hiring Great People
I was privileged to be one of the people Dave […]

One of the most important aspects of selling—of life—is learning how to negotiate.  Negotiating is far more than simply getting what you want.  Negotiating requires creating a situation where all parties perceive benefit and value from the transaction.  And especially in sales, if you want continued business from clients and customers, you better understand how […]

The costs associated with identifying and recruiting talented salespeople who meet the qualifications of your sales position can be astronomical and this is not even considering the costs associated with hiring the wrong salespeople and the painstaking process of realizing your mistake.

According to the most recent Manpower Employment Outlook Survey U.S. employers plan to maintain a stable, yet cautious approach toward hiring in the final quarter of 2007:

Every smart business owner understands the importance of establishing a solid sales and marketing program, but it can be difficult to find the right way to create such a program. One of the most effective ways to get a new sales force up and running quickly is to hire a sales trainer or a sales […]

In the ever competitive world of sales, one of the chief challenges companies face is the recruitment and retention of top performers. Companies large and small routinely lure top sales performers to greener pastures with promises of higher commissions, better working conditions, shorter hours and even big prizes. Keeping those top performers happy and working […]

One of the first qualities I look for in a potential sales candidate is whether or not they are proactive. One way to understand the term “proactive” is to read Stephen Covey’s bestseller entitled “The 7 Habits of Highly Effective People.” He presents detailed discussions of the seven habits. His first habit is the idea of being […]

The area of executive recruiting has become intensely competitive in the past few years. It is becoming more and more difficult for a company to attain and retain the right executive personnel. It is a challenge as well as an opportunity to find the best possible people who can fit within the culture of the […]