Hiring the right Staff?

Originally Posted by Sales Pro 1000 Who would you suggest I read to be more up to date?

Chuck,

Here are some of my favourites...

Ari Galper
Brian Carroll - Lead generation
Jill Konrath
Jeff Thull

What makes them different is that they believe it's all right not to turn every prospect into a client. the prospect has a way out. I like that.

Cheers

Oh, I forgot. I like Sharon Drew Morgen. She is a recent discovery but she's great.

Bald Dog - Sharon Morgen is great - I agree.

Snowboy,

I'm happy to heat this. It seems you're one of the handful of salespeople who left the old-fashioned sales world behind where the mantra was to make more calls, as Brian Tracy or Tom Hopkins advocate.

When I use Sharon Drew's facilitating questions in letters, only about 20 out of 10 people respond. So, it's a great filter against tyre-kickers.

You can also check out Gill Wagner's book, How To Build The [Your Name Here] Sales System at http://honestselling.com/books/your_name_here/. It's great.

Bald Dog,

Thanks for the referal - I will check that out.

Cheers,

Originally Posted by Sales Pro 1000 As a job applicant over the years the weakest link in the chain from my perspective is the lack of a well written job description where the job is spelled out in black and white so that both the manager and the sales force are on the same page. To my mind sales is still in the creative arts arena. I know lots of engineering types are trying to create algorithms for success and I think this same formula might work in the hiring process. After many years of success in sales I've been able to boil success down to just a math problem, and if the person has a problem solving mindset then they should be excellent at sales. Chuck

Good post Chuck