How to Hire Salesreps and Managers That Get the Job Done

Overview of a July 30, 2009 Peach New Media webinar in which Dave Stein of ES Research Group teaches how to hire sales representatives and managers. This article was first published on July 21, 2009.

Start Here: Fashion Employment

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 position.

Attendees Will Learn:

The root causes of the mis-hiring epidemic: The six most common
worst-practices.
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.

Learn more about ES Research Group, Inc.

Learn more about Peach New Media Inc. PO Box 330, Marshfield Hills, MA 02501

Learn about apparel industry sales reps.

Common Questions

What problem does the research cited in this article identify?

ES Research Group, Inc. estimates that 25 to 33% of sales people are not suited for their jobs, and among sales managers the number could be as high as 50%.

What format did this guidance take?

A 60-minute webinar from Peach New Media, held Thursday, July 30, 2009, on hiring salesreps and managers who get the job done.

Does training fix a bad sales hire, according to the article?

No. The article states that no matter how much training, coaching or technology you provide, sales people who are not suited for their jobs are not going to deliver.