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Good morning, Group
I am in the midst of developing my new book titled, "The Sales Marriage" (coming out Feb 14, 2009) which is designed to help employers hire the right sales people.
My question for the group is... What content is most important to you to have in this book? The scope is from defining the profile of the ideal sales person through the sales person's first 90 days on the job (on-boarding).
Your thoughts are very much appreciated.
~Lee
2 replies
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Lee,
One question I get asked often is how working Sales Managers should go about recruiting salespeople. What techniques and skills should they use, are there best practices, and where should they look. I've received a number of these questions lately as Sales Managers are looking to the new fiscal year and need to be at or ahead of head count to be position to make plan. Even though they may have corporate or third party recruiters working for them, these managers feel the pressure to get their headcount to plan.
Jeb Blount http://www.salesgravy.com
ps. Love this group!
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I would be interested in learning how to create a profile of succesful sales people in an organization and use psychometric testing i.e. DISC profiles to match candidates to this benchmark. Also, what are the risks a company takes when using this methodology to hire sales people.
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