Sales Staff Employer Resources

Employer Resources

Sales Hiring Managers and their firms face the dual challenge of successfully recruiting and training a top-performing sales team while meeting ongoing business and revenue goals. Marie Warner has authored articles with tips and techniques to help with these critical objectives:

  • Best sales interview questions and sales behavioral interviewing
  • Successful sales recruiting
  • Sales Forecasting Accuracy
  • Sales Territory Planning
  • Prospecting, Cold Calling and Gaining Access to Decision Makers
  • Selling out of an Economic Slump

In addition to these authored articles, links to useful Sales Recruiting, Sales Training, and Sales Process Management sites are provided.

All content included on this site is the property of Warner Professional Sales, LLC and protected by United States and international copyright laws. Any use or re-use of any such content with out the express written consent of Warner Professional Sales is expressly prohibited. To inquire about such use or re-use, please send a written request, via email to permissions@warnerprosales.com.


Sales Management and Recruiting
Sales Staff Recruiting

Does Your Recruiting Process Make the Grade?

I just heard from a candidate (Let’s call him ‘Tim’; that is not his real name) who was the finalist for a Senior Client Service Management role at a fast-growing media technology firm. To clarify, this was not my referral, my client nor my search engagement – which is some relief when you hear this cringe-worthy story. Tim (who I knew from past work projects) called to ask for my advice – and to let me know that his hunt for a new job was still ongoing. .
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Sales Staff Recruiting

Mid Year Check Up - Three Critical Steps
It’s the end of the second quarter for most firms.

Will you achieve your third quarter and year-end sales quotas? Can you be sure?

If you have concerns, what’s your plan for improving performance? Do you have the right team in place to achieve the results expected by upper management? Many sales managers find it challenging to both effectively and objectively evaluate their sales team – yet these critical tasks must be done in order to deliver maximum performance.

Chief Sales Officers must ACT NOW, if there is any expectation that changes will impact 2015 results.
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How Long Can You Hold Your Breath? Delaying the Sales Hire
The latest CareerBuilder Survey reports that only 26% of firms have planned to increase hiring in 2013. This percentage is little changed from 2012 and 2011, with expected gains of 23% and 24% respectively.

At the same time, profit and revenue goals increased in 2013, and many sales hiring managers are mandated to meet those targets with the same or fewer sales staff. This cautious approach keeps fixed costs down, but Sales Managers are finding sales velocity slowing, and selling cycles lengthening.

Too-lean sales staffing eventually undermines any firm's ability to grow and sustain new revenue. It also erodes customer satisfaction and retention, leading to cancelled orders and revenue lost "out the back door."

How long can you hold your breath?
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Get a Second Opinion
You are about to make a critical hiring decision. If wrong, your "mistake" may cost your firm as much as $400,000. You are hiring a Sales Representative. How comfortable do you feel with your company's sales hiring process and abilities? Have you been able to hire the best, or are the results no better than a flip of a coin? Would you like a 90%+ success rate? Here's how.
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Sales Staff Recruiting

Tune-Up your Sales Team for Maximum Performance
Do you know where your sales team stands compared to other firms? What's your plan for improving results? Would you characterize your sales team as "Eagles", "Average" or "Underperformers"? Evaluating your sales force is often challenging for Sales Managers. You can proactively and objectively evaluate your sales team - and "tune-up" the entire sales force to deliver maximum performance. Here's how.
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Sales Staff Recruiting

High unemployment among Sales Professionals
High unemployment among Sales Professionals – yet companies find it hard to attract top talent. What’s wrong with this picture? The national unemployment rate for non-retail Sales Professionals now hovers around 9.5%, higher than any month throughout 2009. So why is it still hard for sales managers to find, attract and hire the best sales candidate?

View Article: Sales Hiring Post-Recession - What's Wrong with this Picture?
View Article: The Five Qualities of Every Top Sales Performer

Sales Staff Recruiting

Seven Interview Questions to Uncover Your Next Sales Star
How can the hiring sales manager help ensure that the extensive effort and cost of recruiting a sales professional will result in adding a top sales performer to the sales team? One way is to improve your interviewing skills to include behavioral interviewing strategies.
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Sales Staff Recruiting

Are You Unknowingly Sabotaging Your Own Sales Hiring Plans?
Whether in a weak or strong economic market, finding and hiring superior sales talent remains a challenge. Yet I have found that many sales managers unknowingly sabotage their own recruiting efforts, setting their hiring clock back to zero. Here are four common mistakes I have witnessed that derail sales recruiting efforts, and send that scarce and valuable resource - the experienced, proven sales talent - off to work for another company.
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Sales Staff Recruiting

The Screening Sales Interview - Finding Winners and Disqualifying "Also-Rans"
How can the sales hiring manager interview to find winners so that your sales team isn't staffed with "cellar dwellers" - the non-performers from your competitor? The first step is to change your preliminary screening interviews.
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Sales Staff Recruiting

How to Hire Sales Reps with "CRM Savvy"
A critical factor in your CRM success is to hire and develop Sales Reps who will embrace the CRM as one of their most valuable sales tools. Not every sales rep is comfortable with CRMs or with sales process and some will actively short-circuit your CRM, sales reporting and forecasting. How can you spot CRM-friendly sales reps and hire them to help you attain sales success? Here are some interviewing tips that will pinpoint CRM-savvy sales candidates. These questions employ behavioral interviewing techniques.
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Sales Process Management

The Wild, Wild, West of Sales Forecasting
For Vice Presidents of Sales in technology firms, the pressure to hit revenue targets has never been greater. With reduced sales staff, and the demand to accurately forecast sales revenues quarterly, monthly (or even weekly), the top sales executive must feel like the lone sheriff in a final shoot-out with Billy the Kid.
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Sales Staff Recruiting

Avoiding Sales Territory Wars
Many sales organizations frequently redefine sales territories, at times changing sales rep assignments every other month. Not only does this damage revenue, it also destabilizes the customer and prospect relationship. None of your customers want a revolving door of new reps. It creates a climate of instability that slows sales and that your competitors will exploit.
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Sales Staff Recruiting

Include Sales Team in New Product Design and Plans
The effective sales executive must aggressively push to meet the firm's long term goals, while nimbly changing course and swerving to avoid immediate pitfalls in tactical execution. I offer three guidelines for "victorious" sales management in the emerging growth company.
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Selling Tips and Techniques

Gaining Access to Power-Cold Calling does work - if you know how to call
Will sales reps cold call - and learn to like it? Yes, if shown that cold calling is effective in gaining access to decision makers and Key Player executives. This prospecting technique that has been shown to have 84% effectiveness – What sales person wouldn’t use it?
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Sales Staff Recruiting

Selling Out of an Economic Slump - Don't Get Hit by a Bus
It is very clear to anyone who sells for a living that selling technology, telecom or any complex product or service is fundamentally different now compared to just 12 months ago. The impact has been most severe on the sales of new products or services - whether these are sold to new or existing customers. Yet 35% of companies surveyed in the 4th quarter indicate budgets for purchase of products and services will increase next year. How can you be certain your deal survives?
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Sales Staff Recruiting

What's Wrong with Webinars
Many sales organizations - perhaps yours is one of them - initiate their first sales contact to a prospect with an invitation to attend a webinar or web-based demo. This popular yet misguided sales activity is most likely a waste of sales effort, company resources and, worst yet, may ultimately result in a potential opportunity lost forever.
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