The Secrets of Great Sales Management: Advanced Strategies by Robert A. Simpkins

By Robert A. Simpkins

This cutting edge publication indicates revenues managers how one can interact with altering company pursuits with no sacrificing the outstanding effects they have been employed to accomplish.

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Document the interview questions, answers, and facts. • Do not document gut feelings! • Watch out for halo and horn effects that may sway your opinion. • When candidates are not selected for advancement in the hiring process, be honest with them so they can improve their efforts on their next job search. • Treat every candidate as you would like to be treated. • Be realistically open and honest about the financial compensation and benefits the person will receive immediately and what the future possibilities for compensation might be.

Now you are ready to begin the actual interview process. You should interview as early in the morning as possible and during the early part of the week. This will allow you and the candidate to concentrate on the interview before the stress of business begins to build. Interview in a comfortable location that has a minimum of distractions. Never, under any circumstances, interview in a hotel room, even if it is a suite. You can’t tell how this location may be viewed by participants in a possible future legal action.

Through funnel management of the sales process (to be discussed in Chapter 7), you will usually find that there is one point that gives sales professionals the most problems and that is often the point where they lose the majority of their opportunities. When reviewing the training needs of the sales personnel, analyze their strengths and weaknesses as they relate to the specific competencies required for success. Recognize that every day the salesperson is smarter than the day before, and incorporate these changes into any plan.

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