Hiring for Success in 2011

“Does your organization sacrifice the long-term wealth-producing capacity of the enterprise to produce short-term results?” — Peter Drucker

In today’s tougher sales market, there is no room for underperformers. Every sales person must be able to capture new sources of business. Just because a sales candidate has prior experience and has met all licensing requirements does not mean that he or she has the ability to sell. Managers must look beyond initial impressions to determine whether the sales person has the innate personality characteristics needed to excel in relationship selling. A systematic hiring process can help managers quickly identify the sales candidates who have what it takes to succeed. Is your current hiring process up to the task for 2011?