A 60 minute webinar from Peach New Media
Thursday, July 30, 2009
2 PM ET/11 AM PT (90 Minutes)
ES Research Group, Inc. estimates that 25 to 33% of sales
people are not suited for their jobs. That means no matter
how much training, coaching, or technology you provide them,
they still aren't going to deliver. Among sales managers,
the number could be as high as 50%. This is a problem of
epidemic proportions and it's not getting better.
Smart sales and business leaders know that
hiring the right people isn't guesswork, luck or some dark
secret. They know that taking a strategic approach to hiring
sales professionals can put them and keep them in a leadership
Attendees Will Learn:
- The root causes of the mis-hiring epidemic: The six most
- A proven, practical and highly effective hiring model.
- Interviewing strategies that work.
- How to really check references.
- The best way to use psychometric and predictive testing
- The importance of simulations in the hiring process.
- The right way to on-board a sales person.
Dave Stein is
the CEO of ES Research Group, Inc., a research and advisory
firm that covers sales performance improvement programs and
the companies that provide them. Prior to founding ESR, Dave
spent more than 20 years in sales, sales leadership,
business development, and building his own services
organizations. Dave has consulted with some of the smallest
and largest professional services and management consulting
firms in the U.S., Europe and Asia, and is a recognized
thought leader in the area of competitive selling
strategies. Dave writes the monthly "Smart Sales" column for
Sales & Marketing Management magazine and serves as Adjunct
Professor of Sales and Sales Management at The Dublin
Institute of Technology, where he delivers seminars to Irish
CEOs and sales executives.