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The Science of Selling - Rules versus Data
Regular readers know that I like to talk about the science of selling. I don't mean the science of the sales process, strategy and tactics, as much as the science of research, data and proof. There is a science to selling but a more appropriate name for it would be the rules of selling. In Baseball, the rules dictate what you do, when you do it and how it should be done. In Selling, the rules accomplish the same thing.
The Sales Assessment that Dave Kurlan Developed
If you have a complex technical product with a long sales cycle, would you want to use the same hiring and selection criteria used to hire life insurance salespeople who call on married couples?
Who’s in charge of your sales recruitment?
1. How much is a good sales person worth to you? 2. How much is a good hiring manager worth to you? Speaking about recruitment in these current economic times may seem foolish, however in the area of selling, this is where you could make great strides by picking up highly effective sales people who have found themselves on the job market or are looking for a better business to work in. I know of a few highly competent sales people and sales managers who have been let go along with other staff as part of large staff reduction strategies. In my opinion, the last people I would let go in this market would be highly competent and high producing sales people. Which leads me to the contentious issue about who makes the decisions to hire and fire sales people. In particular, who hires sales people.
Seven Steps To Downsizing
If you're like other companies that are scrambling to stay afloat in this economy, you might be considering downsizing. Letting someone go is always a difficult decision, so make sure you are acting rationally and intelligently when you're forced to downsize. Layoffs create risks for businesses. Employees may view a lawsuit as a way to minimize the impact on their personal finances. The savings you'll generate on your payroll and benefits costs may be negated by legal costs. Follow these guidelines to make sound decisions and avoid the costs of litigation.
Small Business Tips to Hire Great Employees – Listen To Your Gut
Have you ever had a hunch? How about gut feel? All of these are euphemisms for intuition. Intuition is one of the most underrated business tools that exists for managers, with all successful leaders using it automatically in their day to day decision making. For 20 years I taught logical and rational decision making processes around people management to executives, but found that something was missing. Even the most rational and logical processes could go totally wrong unless intuition was allowed air time.

Is There a Perfect Job?
Many people come to coaching in the search for a better job. Some want help in locating the perfect job, others want help in writing their selection criteria and application and still others want to build their skills in interviews.

How to Hire Your First Employee
Many small businesses grow rapidly, to the point where they need to hire their first employee either on a part-time or full time basis. It is an exciting time for your business and sometimes the pressure of extra work can make you leap in before you have everything organized for success.

6 Steps Up the Ladder of Sales Success.
A lot of successful people have said that we always have to think about the customer and to think about the sales. You’ll hear me talk a lot about sales because it’s a skill we all have to master. In business, the only way to remain in business is to sell successfully. No one will buy anything from you if you don’t master the art of selling. Eliminate your competition. The days of basing your product solely on its USP are almost gone, and this is why the UEP is so important. Today’s lesson, in short: a guaranteed personal transformation is hard to duplicate and replace.

Other selection criteria Related Articles

Sales Training Materials that Work!
Sales training materials abound. But which materials, among so many, do you select when preparing to train yourself or your sales force on the often complex and sometimes confusing skills of selling? And what criteria do you use to make that selection?

When Net Worth Is Important to a Franchisor and How To Overcome It
A prospective franchisee’s application will depend considerably on his net worth. While it is a must, real good franchisor make an exception for the candidates who have other skills such as experience in the field of management or clean credit history. Franchisors that put net worth as the first criteria of selection often end up taking in bad candidates.
Is There a Perfect Job?
Many people come to coaching in the search for a better job. Some want help in locating the perfect job, others want help in writing their selection criteria and application and still others want to build their skills in interviews.

Can Sales Assessments Actually Predict On the Job Sales Success
Stathead was hell-bent on learning about the technical nature of how the assessment works, how it was created, how it was validated and its impact on protected minorities. While this is important, it can be very misleading. As you will read below, a test can meet all of those criteria and not help with selection at all!
Five Considerations in Selecting a GREAT Sales Manager
At times, VP's of Sales, entrepreneurs, and small business owners need to select a sales manager to lead a sales team. How do they select the right person? What considerations are important? What are five important areas for selection criteria - ones that make a performance difference in a sales manager's role, and ones that we want to pay attention to when evaluating candidates?
Good Peer Realtions Enable Leadership Transitions
Despite rigorous selection criteria and intense training, Michael, an employee reporting to you, is not working out. His attitude and personal habits are fine, but you have invested heavily in his development but have come to the realization he will be better off as an individual contributor rather than a leader.

The Sales Assessment that Dave Kurlan Developed
If you have a complex technical product with a long sales cycle, would you want to use the same hiring and selection criteria used to hire life insurance salespeople who call on married couples?
The top 10 MLM companies
The main yardstick for measuring the top ten MLM companies amongst other criteria is the number of members they have and their total turnover. Based on this and many other criteria, we can say that the top 10 MLM companies are: Amway, Herbalife, Mary Kay, Pampered Chef, Monavie, Arbonne, Partylite, USANA, Melaleuca and Forever Living. What are some of the other criteria we speak of and practices that they have that qualifies them to be in the top ten?
Loan and Lease Software Evaluation
With the abundance of loan and lease software choices in the market it can be somewhat difficult and daunting to know what to look for and how to narrow down the selection list. There are three important factors to consider during your evaluation. It may suprise you to learn that price should be at the bottom of the selection criteria list. Unfortunately it is often the key driving force in the selection process with potential for yielding unsatisfactory results down the road.

Estimating the Cost of a Bad Hire
Though most organizations experience a “bad hire” and are aware of the high price they pay for employee turnover, they often lack the ability to combat the loss. Using competencies for selection reduces the risk of a bad hire by increasing the validity of the recruitment process through well-researched, job-related behaviours, consistent standards, standardized selection criteria and selection tools for incremental validity.
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