Top Sales Manager Blog

Although the mutual fund industry repeatedly tells you that “past success is no indication of future success” when investing in mutual funds, I far prefer to put my retirement savings in 5 star funds instead of 1 star ones, don’t you?

Likewise when screening a new sales hire, the presence of recurring, frequent past accolades in a sales candidate are about the closest thing you can get to guaranteeing future sales success with any new sales hire.

When screening a sales resume for accolades, you must keep three things in mind: (more…)

Filed under: Hiring by ralphburns
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No sales manager wants to make the torturous mistake of hiring a complete sales dud.

Although a few are bound to slip in, in order to prevent this from happening to you, there are a number of ways that you can screen out a great sales rep resume, prior to actually meeting with them face to face.

Your sales recruiter will help you with this enormously…as long as you’ve carefully followed the steps in our previous post on how to find a top notch sales recruiter.

In combination with a solid recruiter who understands both you and your company’s hiring requirements, using these  steps can help you to cut out a lot of the ‘time waster’ interviews, so you can focus your time on the cream of the crop.

When analyzing a resume, the first and most important part is the (more…)

Filed under: Hiring by ralphburns
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With the hundreds of sales resumes you will likely screen for the position that you have open, you really need a methodical way to screen a resume and get the sense of what the candidate is all about.

The problem is if you list your openings on any of the online job posting sites like monster.com or hotjobs.com , you’ll end up getting deluged with resumes and just get muddled in the muck, so to speak.

A lot of companies have an internal recruiter, which is a great help…however you still need to have direct contact with the person who’s actually talking to the candidates initially.

Whether you’re using an internal recruiter or and external recruiter, you’ll need to teach the recruiter about the essential qualities you are looking for in your ideal candidate. In The Sales Management Mastery Academy, we call those “The Fabulous Five”.

After you’ve done Step 1 and have written out your “Fabulous Five”, now you’re ready to find a good recruiter.

Here are a seven steps to getting a great sales recruiter: (more…)

Filed under: Hiring by ralphburns
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OK, you need to hire a new sales rep.

Maybe, the one you just let go just couldn’t cut it…

Or maybe, your company is going through an expansion and you have to hire three more…

Or perhaps your best rep just got promoted, congratulations by the way…even though it does stink for you.

So what do you do? (more…)

Filed under: Hiring by ralphburns
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What’s one of the highest compliments you can pay to someone you know?

There are alot of nice things you could say…

“He’s a real nice guy”
“She’s very kind”
“He’s really funny”

The list goes on and on.

But when you (more…)

Filed under: Leading, Motivation, The Trust Account by ralphburns
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