Many commercial insurance agent/brokers prepare for a new producer to fail. Typical scenario: a new producer hire gets minimal on-boarding. Training = sending them to an insurance carrier’s new producer school. This is a hope strategy. You hope for the best to happen. As if your new producer will, through osmosis or natural sales animal… Continue Reading
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From talking with several thousand salespeople, pre-employment psychometric testing is widely used in sales hiring practices across many industries. Curiously, hiring other professionals – for example, accountants, nurses, or lawyers – apparently doesn’t require personality testing – but you’re hiring a salesperson?! Time to roll out your favorite behavioral assessment profile just to be sure!… Continue Reading
Working with Business-to-Business (B2B) sales people and predominantly Millennials, candidate behaviors have emerged that are the new normal. Recruiters and hiring managers need to adapt. We need to accept candidates as they are and do; not as we want them to be and act. (Before I proceed, let me be clear: this is NOT another… Continue Reading
We’ve all hear this old saw: “time kills all deals”. Whoever said it first had to be in sales, for sure. I suspect it might have been a recruiter. Those of us in recruiting (or its new, much fancier moniker: “talent acquisition”) know that URGENCY is a clear and obvious – if not THE –… Continue Reading
Recruiting Business-to-Business (B2B) salespeople and scouring through a few thousand LinkedIn profiles every year, I can’t spend much time reviewing your profile. I scan your LI profile and make a snap judgement about whether you are a top sales achiever. B2B Salesperson LinkedIn Checklist Here’s a 7-point checklist for B2B salespeople to make sure your… Continue Reading