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Identifying and Selecting the Right Sales People – Objectively!

The effectiveness of your recruiting, hiring and promoting strategies has a definitive impact on revenue and profit streams. In a time of industry transformation, when high performing employees are required, it is even more critical that you examine and re-engineer the processes you use to hire talented sales professionals.

By Jerry Scher
Published: August 28, 2012


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Jerry Scher has been engaged in the graphic communication industry for over 35 years, Jerry's primary goal - make those around him more successful.



By John Foley on Aug 28, 2012

Great write-up for the industry Jerry. Hiring the right people are so important. In addition, having the right skill sets are just as important. The human resource needs of the changing/transforming Service Provider has changed and they need help! There are a couple of dynamics going on. 1. What are the new skill sets we need in the "New" business. 2. How do we know they are the right folks for the "New" Service provider. I dedicated a whole chapter to this in the book Business Transformation: A New Path to Profit for the Print Industry - http://ilink.me/JFBook However, the chapter really only addresses the types of folks you need not how to get them and how do we know if they are "right" for the Service Provider. Great information as always. Keep it up! John


By Jerry Scher on Aug 29, 2012

John - thanks for you're comments. As you have learned it's not only whether you can do the work (eligibility) but also whether you will do the work (suitability). There is a tendency to hire people "just like us" instead of doing the due diligence required to clearly define the behavioral traits and competences specific to a job. Stay tuned for articles in September where I will share what I've learned the past few years about the suitability requirements for the new breed of sales professional; and of course how to assess for those traits. Stay well. Jerry


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