The Sales Blog » Sales Recruiting

Terriers aren’t the Only Quality Salespeople

paulmccord — Wed, 08 Oct 2008 14:38:18 +0000

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, they gave examples of loud, aggressive, conversation dominating individuals. Their definition leaned toward men and women who talked a lot—but often said nothing. Who were always the first to answer a question whether they knew what they were talking about or not. Who wanted attention whether they deserved it or not.

They wanted terriers.

If you’ve had a terrier you understand their personality—bouncing, high energy, curious, very active—short attention span. Terriers are smart dogs, but they tend to lack discipline. They can be taught but with difficulty as they tend to believe they know best, or at least are determined to do things their way whether their master likes it or not. They are often very friendly dogs, but tend to be quite vocal–very often too vocal, what people describe as yappy. (more…)

All This Week–Ask Tom Ruff About that Pharm Job You’re Wanting

paulmccord — Mon, 10 Dec 2007 17:01:42 +0000

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. Â Feel free to ask Tom any question, but most particularly about the pharmaceutical industry, his area of specialization.
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Learn to Negotiate Like a Pro

paulmccord — Mon, 01 Oct 2007 11:31:02 +0000

One of the most important aspects of sellingâ€”of lifeâ€”is learning how to negotiate.Â Negotiating is far more than simply getting what you want.Â Negotiating requires creating a situation where all parties perceive benefit and value from the transaction.Â And especially in sales, if you want continued business from clients and customers, you better understand how to negotiate without alienating the other party.
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Sales Management: Hire and Develop Talented Salespeople

Rob Halvorsen — Thu, 20 Sep 2007 11:01:33 +0000

The costs associated withÂ identifying and recruitingÂ talented salespeople who meet the qualifications of your sales position can be astronomical andÂ this is not even considering the costs associated with hiring the wrong salespeople and the painstaking process of realizing your mistake.
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Strong Hiring Outlook For Remainder of 2007

Rob Halvorsen — Tue, 11 Sep 2007 15:53:19 +0000

According to the most recent Manpower Employment Outlook SurveyÂ U.S. employers plan to maintain a stable, yet cautious approach toward hiring in the final quarter of 2007:
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Some Tips for Hiring a Stellar Sales Trainer

Rob Halvorsen — Mon, 10 Sep 2007 10:27:45 +0000

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 consultant, but with so many individuals and companies vying for your business it can be difficult to know where to turn.
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Tips for Retaining Top Sales Talent

Rob Halvorsen — Sat, 08 Sep 2007 09:23:06 +0000

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 to the best of their ability can be quite a challenge, but it is critical for companies to keep that top talent in place in order to be successful.
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Are You Proactive?

Rob Halvorsen — Wed, 05 Sep 2007 20:49:56 +0000

One of theÂ first qualities I look for in a potential sales candidateÂ is whether or not they are proactive. One way to understand the term â€œproactiveâ€ is to read Stephen Coveyâ€™s bestseller entitled â€œThe 7 Habits of Highly Effective People.â€ He presents detailed discussions of the seven habits. His first habit is the idea of being proactive, which also means taking initiative.
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Executive Recruiting 101

Rob Halvorsen — Wed, 05 Sep 2007 13:09:21 +0000

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 company. If an organization fails to find the best executives, it could face a wide range of problems in both short term and long-term scenarios.
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