ARTICLES - MAIN PAGE

2007 articles:

• Sales Management Series - Part 3 - The Finishing Touches (released August 28, 2007)

• Sales Management Series - Part 2 - The Structure of a Selling System (released July 26, 2007)

• Sales Management Series - Part 1 - The Foundation of Expectations (released June 28, 2007)

• How to Lose Strong Sales Candidates (released May 29, 2007)

• Conventional Wisdom:  Extroverts Make The Best Salespeople (released March 1, 2007)

• Finding Sales Candidates with the RIGHT Talent (released January 9, 2007)

2006 article archive:

• Sales Hire Misfires (released September 22, 2006)

• Selecting Salespeople From Outside Your Industry (released June 26, 2006)

• Hiring Adjustments for Generations X & Y (released May 15, 2006)

• Retooling the Hiring Process for Today's Market (released April 25, 2006)

• The 10 Commandments of Successful Sales Selection (released April 11, 2006)

• Slow Cars to Superstars (released April 04, 2006)

• 5 Things You Must Know To Successfully Hire In Today’s Market (released March 28, 2006)

Process-Driven Hiring Series:

• Step 1 - Profile the Sale (released January 11, 2005)

• Step 2 - Attracting the Right Candidates (released February 09, 2005)

• Step 3 - The Phone Screen (released March 04, 2005)

• Step 4 - Assess and Appraise (released April 12, 2005)

• Step 5 - The Initial Interview (released May 11, 2005)

• Step 6 - Select and Develop (released June 13, 2005)