Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Croner, Principal at Sales Drive, LLC.

One of the most frustrating experiences for sales managers is hiring “hunter” salespeople who produce lackluster results in spite of their stellar interview performance.  Unfortunately, this phenomenon occurs all too frequently and results from insufficient scrutiny of candidates in the recruiting process.  One of the most common mistakes companies make in this area is failing to screen candidates effectively before moving them into the interview phase.

By the end of the decade, millennials will encompass 50% of the workforce. Not only will they be employees, they will also be customers. They’re changing the workplace with adaptive views on feedback, mentoring programs and socialization. They’re vocal about their beliefs and ideas, and are confident that their input matters. The millennial generation is changing the way all employees, Baby Boomers and Gen X alike, work in the new millennium.

Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com.

When I was an inside sales rep, I was always concerned about who I thought was performing better than I was.  It’s not really the best way to be.  The greatest runners in the world don’t ever look over their shoulders to see who’s gaining on them, because they know that if they take their eyes from their goal, someone right behind them will be ready to overtake their lead.  Your sales career is similar.  Keep your eyes focused on whatever prize (bigger commission, promotion, whatever it may be) you’ve set before yourself, and keep running.  Here are five things you can own to help you become a better inside sales rep:  

...And How to Spot Them Before They Burn Up Your Time And Money

Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Croner, Principal at Sales Drive, LLC.

Have you ever felt burned by a sales candidate who looked great in the interview but failed to meet your expectations?  This is one of the most heartbreaking and frustrating experiences for sales managers and business owners... And, unfortunately, it is also one of the most common.  Many candidates come with seemingly ideal experience and potential, and yet the best sale we get out of that candidate is their interview performance.  Although these situations can be very discouraging, we can avoid them by looking beyond the candidate’s demeanor, experience level, and even track record, and instead into the most important non-teachable predictor of success: the candidate’s innate level of what psychologists call Drive, a critical personality trait and key aptitude that research shows must be in place to succeed in “hunter” type sales positions.