Author Archives for Shanan Marshall
August 6, 2021 12:05 pm
Published by Shanan Marshall
Welcome to week #7 of our blog series on the predictive characteristics of successful competitive sales hires. For those of you who may have just found this blog series, the six characteristics that were covered are: (1) Coming from a Warm Referral Source; (2) Being Employed at the Time of Applying; (3) Possessing at least 3 Years of Competitive Sales Experience; (4) Previous Job Stability, (5) Working > 45 Hours per Week and (6) Believe in What You Are Selling. Unlike the previous installments which have focused on individual characteristics, this blog highlights the cumulative impact that these predictive attributes have on a candidate’s probability for success and retention within sales careers. As the previous blogs clearly illustrated, each of these attributes is independently predictive of success and retention; however, their cumulative impact is far greater. That is to say, the more of these characteristics a candidate possesses, the greater......
July 21, 2021 8:53 am
Published by Shanan Marshall
Welcome to week 6 of our seven week blog series on the predictive demographic attributes of successful sales reps. If you just happened to find this blog series, the five previous characteristics that were covered are: (1) Coming from a Warm Referral Source; (2) Being Employed at the Time of Applying; (3) Possessing at least 3 Years of Competitive Sales Experience; (4) Previous Job Stability, and (5) Working > 45 Hours per Week. Predictive Trait #6: BEING A CONSUMER OF THE PRODUCT / SERVICE THAT YOU ARE SELLING Many of our clients ask prospective candidates during the recruitment process if they currently use or consume the product / service that the company offers. This question is intended to provide an indirect measure of familiarity as well as belief in the product / service. Similar to what was presented in week 4, we have another example of the “double whammy” ROI.......
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