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Show Me the Money: How to Hire the Best Salespeople for your Small Business

How to use pre-employment testing is to hire the best candidates for your salesforce.

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Eliminating Bad Salesforce Hires

When combined with a strong recruiting process, you can virtually eliminate bad sales force hires. Hold your managers accountable for their hiring mistakes. Sales training should come only when you have hired the right people.

Wal-Mart founder, Sam Walton knew how to hold his managers accountable for their hiring recommendations. When his executives hired a candidate, Walton asked each to write a page outlining the candidate’s strengths and why they were hiring the candidate.

In the event that an employee ever needed to be fired, Walton required the manager to write a page explaining why. Then the manager had to travel to see Walton to personally explain the differences in the two memos. After one of these sessions, few managers repeated a hiring mistake.

There is nothing more important than hiring the right people. It should be an ongoing process. When you have a good strong group, then and only then should you spend time and money on training.

You need the right ingredients to make a great meal even if the recipe is good, right!

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Photo: Benetton

Greta Schulz is president of Schulz Business SELLutions in West Palm Beach, Florida. She is the best-selling author of “To Sell is Not to Sell”. Greta does corporate training for fortune 1000 companies and she has an online training course for entrepreneurs.

 

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