Hiring and Selection

// Finding and Selecting the Right Sales Talent

// Quick Takes on Hiring+Selection

May 28, 2019

Manage Smarter 71: Recruiting Top Young Talent (Encore)

This is a encore episode for the short Memorial Day holiday work week. Jessica Ogilvie, Ph.D. is an Assistant Professor of Marketing at Marquette University and a researcher on topics including strategic issues related to front line management, sales, and service. Most recently she was awarded the 2018 Excellence in Research Award by the American Marketing Association's Sales Special Interest Group. In episode 29, we discuss tips for recruiting on college campuses, the differences between what Gen Z and Millennials are looking for from a job, and how to keep young talent from job hopping.

December 16, 2018

Manage Smarter 50: The Money Map Every Manager Should Show Employees

Michael Houlihan is the co-founder of Barefoot Wine, now, the world’s largest wine brand. He, along with Bonnie Harvey, are consultants, international keynote speakers and New York Times Bestselling authors. In episode 50, we discuss: the definition of The Money Map and why every manager should show this to their employees; how to get employees to understand where their salaries come from; how to identify and hire a “hustle” mentality; and the unique concept of a Two-Division Company (Sales and Sales Support).

October 14, 2018

Manage Smarter 42: Social Media is the New Cold Call

Lea Woodford is the Chief Executive Officer and founder of SmartFem.com and SmartFem TV. SmartFem was created as a result of her many years as a publicist, columnist as well as a radio and television personality. In this episode, we discuss: how to provide value via cold call outreach on social media - which is vital in recruiting new talent, how smart technology is the pathway to further warm leads and the benefits of using Facebook Groups.

September 16, 2018

Manage Smarter 38: Human-Centric Leadership for the Future

Deb Westphal is CEO of Toffler Associates, a dynamic and future-focused strategic consulting and advisory firm that helps organizations build resilience and sustain growth in a complex global landscape. She’s a Futurist and Executive Advisor. In episode 38, we discuss: How a culture that puts people first can counter the future wave of artificial intelligence, the five shifts managers need to know that control how people work together, and how to hire managers who are early tech adopters and can work well with machines.

// Making the Case for Analytics in Hiring

The average economic cost of turning over a highly skilled job like sales is 213% of the cost of one year’s compensation

Center for American Progress citing 11 research papers

Organizations that consistently use hiring tools are 30% more likely to have confidence in their sales talent

CSO Insights

68% of salespeople plan to look for a new job within the next year

Glassdoor

Open sales positions remain vacant for an average of 3.7 months with another 9.2 months to get new hires fully up to speed

CSO Insights

71% of salespeople are likely to accept less money to work on a team with a great culture

Glassdoor

Higher sales rank corresponds to about a 15% higher probability of being promoted to sales management

Harvard Business Review

Most sales teams are over-reliant on their top talent with the top fifth bringing in almost 60% of revenues

CSO Insights

High ranking salespeople promoted to management average a 7.5% decline in their subordinates performance

Harvard Business Review

87% of high-performing reps say sales manager competency is a top decision driver when considering a new job

SiriusDecisions

72% of salespeople are unable to connect offerings to buyer needs/challenges

SiriusDecisions

// Free Guidance from Leading Experts on Hiring Salespeople

// On-Demand Webinars About Hiring+Selection

// Interviews with SalesFuel Executives About Hiring Salespeople

SalesFuel CEO Talks About Rep’s Role in the Customer Journey on “Crack the Customer Code”

C. Lee Smith Featured on WABC Radio in New York

SalesFuel CEO Featured on The Bob Pritchard Radio Show on VoiceAmerica Business

SalesFuel CEO Appears on Take the Lead Radio


Topics covered on this page: Sales Coaching, Independent Sales Coaching, Customized Sales Coaching, Sales Coaching Strategies, Sales Coach, Sales Manager Help, Sales Management Training, Sales Increase, Revenue Increase, Sales Rep Improvement, Sales Improvement, Sales Time Management, Adaptive Sales Coaching, Closing Sales, Sales Assessment, Sales Rep Assessment, Sales Motivators, Personalized Sales Coaching, Sales Engagement, People Skills, Adaptive Learning, Learning Sustainment, QuickCoaching, Quick Coaching, Microlearning, Sales Candidate, Sales Candidate Assessment, Sales Turnover, Toxic Employees, Sales Success, Sales Recruitment, Sales Recruiter, Sell Smarter, Hire Smarter, Sales Aptitude, Sales Technology, Sales Traits, Sales IQ, Sales Tech

Every hire of a new salesperson is a gamble. Stack the deck in your favor.

— Lisa Rigsby, SalesFuel Director of Sales