Sales Training America Seminars:

Sales Training America is a world class sales training and custom development training company specializing in sales training and sales skill development of our client's sales force. At Sales Training America we help our clients improve their sales profitability through the development of their sales management and sales efforts through SalesForce.com implementation. Sales Training America offers both public (open enrollment) sales training seminars well as the development of customized sales systems and sales seminars for Fortune 1000 companies across United States and Canada.

Are you one of the many corporations now focusing on core sales activities while implementing SalesForce.com while outsourcing non-core functions in response to intense competition?

If you are, Sales Training America can help there too. If you simply want to outsource some of your sales or sales management training or if you want to redefine yourself completely to survive mergers, acquisitions, leveraged buyouts, downsizing, or corporate restructuring we can help you.

For free, no obligation information on how we can help you with your sales training needs please contact us today.

Sales Training Tips:

Sales Seminars to Improve Sales Hiring Practices

Yesterday I participated in a Webinar where I presented my ideas for how not to screw up your 2010 sales hiring.  Most of the attendees had participated in a survey where they said that getting salespeople hiring right was extremely important, but only 8% felt they had the skills to do this effectively.

When I answered questions from the audience, the best one, in my opinion, was the most obvious. It went something like this:

"If your sales recruiting process works so effectively, and your assessments are so predictive, and they save so much time and money and consistently identify top sales performers, then why don't more companies use them?"

Isn't that just an awesome question?  Without question, it is the question I ask myself every single day.  Why are there only 8,000 companies using this great sales recruiting process and assessment when it could be 8 million companies?

I believe there are three reasons.

1. Ego.  Most sales managers simply have a mindset that they should know how to do this without asking for help, relying on tools, or following someone else's sales recruiting process.  After all, they've done it before (badly if you measure it by the percentage of over achievers they hire - fewer than half of the last 10 salespeople in yesterday's group hired were achieving!).

2. Money.  Every company pays their worst sales performer far more than it would cost to get the right process, tools and skills in place. Even though every hiring mistake costs as much as hundreds of thousands of dollars, some companies simply don't view those losses as line items. However, they do see the cost of assessments and consulting as line items and mistakenly believe they can't spend the money.

3. Fear.  Fear of the unknown, of being wrong, of change, of losing control, of being criticized, and of a learning curve.

These are 3 powerful reasons for not going down this path.  Yet, they are 3 reasons over which sales executives should be embarrassed and apologize.

Companies just plain suck at hiring the right salespeople.  How could they do any worse by implementing best sales recruiting practices?

Source: Dave Kurlan link

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