The Rainmaker Blog – Building People, Leaders, Teams & Economic Moats

Which Is More Important in Sales - Talent or Tenacity?

Mar 24, 2016

Bob was my third and worst hire ever. In 2000 I was responsible for building the sales team for an online learning start-up. Bob was my third hire. He was a referral from a ...

Sales Selection

The HBR Advice You Need Your Competitors to Follow

Feb 5, 2016

Astonishingly mediocre advice. In their February 1, 2016 article on HBR - Hiring Star Salespeople Isn't the Best Way to Grow, Frank V. Cespedes and Jacco van der Kooj ...

Sales Selection

The Ugly Truth: The Real Costs of a Bad Sales Hire

Jan 19, 2016

Hiring costs are just the tip of the iceberg. Ask most people about what a bad sales hire costs and they immediately fixate on the hiring costs including recruitment, training, ...

Sales Selection

The ROI of Hiring Only the Best Salespeople

Jan 7, 2016

If you replicated your best salespeople, how much would you increase sales? Chances are the sales increase would be significant. What are you waiting for? Have you heard of the ...

Sales Selection

How To Implement A Moneyball Sales Hiring Program

Dec 2, 2015

What will your legacy be? Your proverbial "fork in the road" is immediately ahead. Will your legacy be one of zealous guarding the status quo or one of a never-ending quest to ...

Sales Selection

Where To Incorporate Sales Personality Testing In Your Hiring Process

Nov 5, 2015

Long story short. The earlier valid sales personality testing is implemented in your sales hiring process the better. Two primary issues with sales personality testing. The ...

Sales Selection

Past Sales Performance Is Not Necessarily Indicative of Future Results

Oct 22, 2015

A typical financial investment prospectus will contain the following warning. Past performance does not necessarily translate into future performance. The message is clear. Be ...

Sales Selection

The "New" Killer Sales Interview Question You Must Ask

Oct 14, 2015

"Whether You're Qualified Depends on How You're Quantified." I just read about the following interview question in an HBR article, "How do you measure how you’re improving your ...

Eight Management Mindsets Essential To Hiring The Best Salespeople

Sep 24, 2015

Do you expect to win every sale? Your sales team is a DIRECT REFLECTION of your mindset - the way you think. Do you play to win or not to lose? You either expect to win every sale ...

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