Sales Hiring Blog

How is your sales leader managing to generate new leads and motivate your team?

Mike McCandlish — Fri, 11 May 2012 14:02:58 +0000

How is your sales leader managing to generate leads and motivate your team?

I sold management-consulting services for a company that went from 19 employees in 1990 to 2000 in 2003. Their sales are now over 180 Million and EVERY DAY they have a sales incentive. Yes, every day. It is faxed to 500 virtual reps motivated daily to knock down doors, make presentations to business owners and have energy to be convincing while stressing urgency.

This methodology was utilized to sell more today than yesterday, more this week than last, and more this month….you get the picture. You can boot your long-term plan if you continuously sell more each month and year. It’s very much about the “short term”.

Two years in a row, the company was recognized as the top ten fastest companies in America.

They often added an incentive of $100.00 for a day with two first-call closes or a $300.00 drawing and drew names from a hat for everyone who made a sale that day.

Within this process, I was able to sell 18 consulting engagements in one week. The outbound telemarketing operation set up three leads daily for outside reps that made presentations to business owners. The sales representatives also set their own appointments but most relied on those furnished by the company.

Now, we know most sales cycles are longer than one-call close opportunities. So, in your enterprise, has the sales leader identified what key activities convert to a sale? Maybe a 30-day software trial? You can base an incentive on number of trials in a week, month or quarter. If the quarterly goal is 4 trials, then establish a team incentive of everyone who sells over 4 qualifies.

The point is this. Daily, weekly and monthly motivation is a key to making numbers. If sales people aren’t being led by incentives there’s a good chance they aren’t making goal.

Because of the need for new sales, great companies create an environment of virtually unlimited opportunity for sales people. Companies that do not recognize this are never market leaders and opportunities within their organizations are normally limited. In every business, including ours, new clients are critical and if we don’t add new clients we will stagnate and die.

Effective sales managers also post sales results for all to see. This methodology of sales motivation is one of the most productive I’ve experienced. While selling office equipment, I couldn’t wait for weekly numbers to be on the sales office wall as it motivated me beyond belief. Previously sales people were fabricating their results and posting eliminated that.

The McCandlish Group understands sales leadership and can direct you to 3-5 viable leaders within a couple weeks!
GOOD SELLING!

Does your interview process include a sales presentation?

Mike McCandlish — Fri, 11 May 2012 13:56:50 +0000

Does your interviewing process include a sales presentation from the candidate?
More and more of our clients ask sales candidates to present their past product or service before making them an offer. The setting normally includes final decision-makers.

Many presentations are not completed once it’s obvious the candidate is proficient at interactive communication and speaking in front of a group.

Except for VP level candidates, we enjoy this approach as an interview methodology. We most often submit effective communicators to clients and enjoy looking good when the candidate performs well.

Here are some ideas to consider.

1. Although many companies set the guidelines for the role play, others do not, leaving candidates without an appropriate or agreed upon starting point. This is confusing and leads to frustration and no offer.

2. Most candidates present a service they’ve sold in the past. Occasionally, in an effort to stand out, a candidate will attempt to present the potential client’s services. In 12 years in recruiting, I don’t remember a case where this strategy has ever worked out.

3. Smart and prepared presenters will have a scripted performance approach. I like a “Semi-STRUCTURED PRESENTATION” which will often begin by clarifying how the meeting was set up, whether the company responded to a cold call, internet solicitation, referral or client inquiry. The process should include the candidate’s consultative questions for some semblance of reality. This discovery process is often shortened as interviewers will provide sufficient detail to move on.

A. Candidates should provide clear, enthusiastic speaking starting with creating or re-confirming the need and gaining agreement before moving forward.
B. Once need is established, the presentation should guide the audience through benefits of acquiring the service. Keeping it interactive is often challenging for beginners but pros are normally fine.
C. Power Point is often utilized and acceptable.
D. I like a white board approach and writing key elements as you’re speaking to the group with interaction… Asking questions, letting them buy rather than “selling”.

To review top candidates for your firm, call me and I’ll send over effective presenters to interview.

GOOD SELLING!

Do sales people write great resumes?

Mike McCandlish — Fri, 11 May 2012 13:54:44 +0000

Do sales people write great resumes?
Clearly, not always.
Many of the top sales people we know are a little on the impatient side and don’t always provide details of what they’ve sold, who they sold it to and for how much. This basic information is replaced with sales activities performed at their previous employers, percentage of quota achieved and how many times they were sales person of the month.
I seldom read a sales resume that says the candidate was a mediocre performer and somewhere in the middle of the pack performance wise. Funny, huh?
For whatever reason, they feel a face to face interview will uncover their awesome communication skills. When given an opportunity to interview, they’ll stand out, they announce. Granted, sales people are communicators and that’s why they chose a sales career. I’d like to have a dollar for every sales candidate we interview that says “Just get me in front of the hiring manager and I’ll get an offer!”
Recruiters can normally tell if someone else has written their resume and we often ask. The companies who write them use a couple similar boilerplate styles. That is essentially why we obtain Interview Notes with writing sample from sales candidates for our clients. Can you imagine hiring a salesperson based on a great resume and communication later to find they don’t write well? It’s a very embarrassing situation for hiring managers and HR.
Our methodology is to call the candidate for further details. I encourage our team to use the phone, and call the candidate as we obtain more information faster than reading and the discussion may generate referrals for our clients as well. This truly doesn’t take much longer than STUDYING the resume and you hear their phone skills to evaluate energy, professionalism and motivation for the opportunity.
Exceptions to this stigma are VP and Director level candidates who know the importance of getting in the door with a detailed resume. Those candidates always respond faster to our inquiries to form relationships for long term career advisory assistance and gain understanding of the job opening.
By the way, our customized interview notes separate us from many contingency firms who flip resumes with little interview time or evaluation. The writing sample lengthens our process some, although IT TAKES LONGER it is beneficial. Clients get to see why candidates changed jobs, salary history and why the candidate is a match for their company.
GOOD SELLING and GOOD LUCK in 2012!

What is considered “Bad Mouthing” in an interview?

Mike McCandlish — Fri, 11 May 2012 13:52:38 +0000

What do you consider “bad mouthing” a former employer and is it ever appropriate in an interview?
In our daily interviews, we see this scenario often.
The candidate says “I left the company because of their micro management philosophy. I couldn’t make a move that they didn’t scrutinize from changing my flight schedule to better accommodating my business travel to the way I organized my desk.”
Another candidate says, “My manager was unqualified and it was challenging working for someone not as smart as I am.”
Or, “I left the company because the manager was always negative, not supportive and unethical. The company was ok to work for but I was trapped in my division and couldn’t move up anyway, so I left because I just couldn’t be around the manager any longer.”
Actually, from working with Fortune 500 and start-ups to mid-sized companies, we know that sales candidates often can complain about everything. That could be from the factory not able to produce products for order fulfillment to managers and principles with unrealistic expectations and goals.
Therefore, since we all know the complaints are possibly real, why are we so critical when a candidate speaks the truth? Is it because many of us also manage in our day and don’t like criticism ourselves? Or is it because it just doesn’t sound good?
I’ve found an acceptable answer is “the culture wasn’t a match for me”. I’m looking for a more challenging environment personally.”
But, if asked what they didn’t like about their last employment experience, candidates try to find the right words that won’t offend the hiring manager who interprets it as “bad mouthing.”
We need to know what the candidate didn’t like about their last role to avoid a bad match for your opportunity. The sales person should absolutely discuss what they didn’t like about their previous situation. If your environment is similar to their last, then you should pass or you’ll be replacing them. Want good questions to ask? Just request a complimentary copy of the Sales Hiring Handbook and I’ll forward an eBook version one today.
NEED SALES TALENT BEFORE JANUARY 1, 2012? LET US GET STARTED NOW!
Most clients are requesting finalizing before December 15th as not much happens in our industry after that. That gives us 2 weeks to identify, interview and gain accepted offers.
Good Selling!

Do your sales people listen?

Mike McCandlish — Thu, 20 Oct 2011 19:33:07 +0000

Whenever I shop for anything including clothes, services, or technology, I mentally evaluate the sales person’s presentation and selling skills. I guess I’m always prospecting for talent for our clients.
While buying some jeans last week, I was approached by a very young, energetic sales guy at Nordstrom’s. He was new to the job. How did I know? It was evident that he was trying to MAKE A SALE instead of gaining a new, repeat client.
After I told the NEWBIE I was shopping for jeans, while I was in the dressing room trying them on, he kept bringing me jackets and shirts to try on. I wasn’t there to buy a jacket or shirt and I told him so. I did buy jeans that I thought were just ok and as I was leaving, I noticed other jeans that I would have purchased had he presented them to me. I could have gone back and exchanged them but I was out of time.
Now, that salesperson could have gained a client if he had just listened to me. Instead, I’ll be looking for a different salesperson on my next visit to Nordstrom’s.
Too often salespeople aren’t listening as you tell them how to sell you. It’s why they call it consultative. If they listened and had a solution, or could customize one, they would earn a sale.
Do your sales people listen? If not, call us. We provide listeners who can close.
Seriously, companies don’t normally want salespeople who drive business to their competitors. If your sales team member isn’t making goal, they are also driving business to someone else.
Most hiring managers aren’t happy when they dismiss a salesperson. I was taught that when you cut from the bottom, the rest of the team takes notice and the office atmosphere gains motivation. Normally that comes from fear of being NEXT, or confidence that they’re working for a company that respects their own work ethic and goal achievement.
It doesn’t make any salesperson hitting their goal proud to work for a company that accepts underachievement in the sales ranks.
Achievers don’t enjoy working with underachievers. When I ask someone to leave my company I feel I am partially helping them find their next opportunity. The idea is they find work they enjoy so they will be more productive. If you consider they probably aren’t happy if they are not making goal anyway, the task gets easier.
Also, the remaining team seems to get re-energized when someone leaves the sales team for not making their sales numbers.
Cutting from the bottom is a strategy that assertive sales managers utilize at large, sales-driven companies for improved performance.
Good selling!

Who says cold calling is dead?

Mike McCandlish — Thu, 20 Oct 2011 19:29:29 +0000

And…who says that COLD CALLING is DEAD?
It is Frank Rambauskas, www.frankrumbauskas.com and yes, I bought his book. I was incredibly concerned from the title of his book that an activity I’ve done for 35 years is out of date and no longer viable to obtain new business.
Since he shares his opinion openly, I am offering a little different perspective.
Frank implies that unless you’re on all the social networks, sending out email newsletters, writing blogs, paying per click and “tweeting” …that your business is doomed.
At The McCandlish Group we’re still here cold calling and it works for us. (With the support from email newsletters and job postings on LinkedIn).
In over a couple years of updating Twitter and Facebook, we have yet to gain a new client from anywhere but our Newsletter, Google Adwords and cold calling. We’ve spent hundreds of hours online as sales or marketing consultants keep sending us notices to learn the new social media (by paying them of course) and become knowledgeable in updated and modern techniques that will generate cash flow.
There seems to be a plethora of “services to buy” that will generate more and better candidates that will perform to higher expectations than your present or past candidates. How did we ever get by in the past?
Let me ask the new breed of social media sales people what their sales presentation is based on? FACTS? I’d enjoy seeing them.
The book states “Cold calling destroys your status as a business equal”. My thinking is I appreciate a professional sales person making me aware of new or improved services by calling me to earn my business. Sometimes when I’m heads down and working in my business, I don’t take time to work ON my business. Thus, a fresh reminder from someone who reminds me of new ideas is appreciated.
Frank also says, “Persistence” is not the answer! Sorry, I disagree. Sometimes I remind prospects we’re out here 3-4 times before they ask us to assist in their search. Talking with prospective clients also let me know if our services stay competitive or not.
He teaches How to maintain power and control in sales appointments. Yes, I feel it’s a better dynamic if prospects call us, the power of attraction works IF the phone is ringing. When it isn’t, we cold-call, and it has always worked for us to some degree when advertising or other methods fail.
He also says, “There’s a major difference between sales failures and sales superstars.” I say it’s working longer hours and prospecting with a variety of methodologies including cold calling as a supplement. And yes, talent is the variable.
I was surprised reading, “Sales is not a numbers game.” The author states “sales people get tired of cold calling”…I haven’t tired of it in 35 years because I need to pay bills. I may be tired of politics in the US and paying taxes, but cold calling keeps my selling skills sharp and I still open new business each month by introducing our service to 200 new prospects. It is an ADDITIONAL prospecting approach to some social media choices if you wish.
Frank gives us Strategies to quickly increase your sales and get undecided prospects to buy right now. Again, our main success has been from email newsletters.
He communicates “Dozens of strategies you can use to generate hot leads without cold calling!” Most include large budgets to make happen. Cold calling remains low cost.
In summary, cold calling has always worked for us; it actually has been the ONLY method that has worked when all else failed.
Google Adwords brings occasional business but I keep feeding the meter and it’s spotty. Then there’s LinkedIn and although time-consuming to work, a major benefit are the contact names to start our search. I feel BOTH are a necessity at this point.
As a result, I want to stand up for all the sales pros that still make a living by cold calling. We know them as HUNTERS.
COLD CALLING IS NOT DEAD. IT’S STILL THERE FOR THE BOLD ONES.
Show me a sales person who doesn’t cold call and most often, I’ll show you an ACCOUNT MANAGER!
Thanks for the book and your perspective, Mr. Rambauskas, and good selling as well.

Sense of humor for sales people.

Mike McCandlish — Fri, 08 Jul 2011 18:37:04 +0000

June Sales Hiring Update…
THE MARKET
Candidates are finally calling us back after a few rough few weeks in June. Vacations take candidates out of the market as well as hiring managers. As a result, search processes are slowed. Submittals doubled this past week and it’s good to see. Other firms are sharing the same information.
ALSO, we see that roughly 25% of American homeowners are underwater with their mortgages due to the housing bubble. Because of this, many excellent candidates who are willing to move for a new job or relocate to a more active hiring market can’t make the move because they are unable to sell their homes.
Adding to this problem is the fact that with tight budgets, many companies can’t pay relocation costs or buy people out of their homes. We overcome the challenge of an immobile talent pool is to focus our efforts and resources on finding local candidates who don’t require relocation.
How important is having a sense of humor for a sales candidate?
We think this quality is often part of the “IT” factor clients keep asking for. That confident sales person who is always upbeat, motivated and ready to laugh is always marketable to us. Clients want to buy from that person.
Those who are always ready for a joke or a laugh to keep the air less stressful normally possess confidence and charisma. Most of us enjoy working with those who keep it light and upbeat rather than drama-filled and serious.
WHO doesn’t like someone who is funny?
Now there’s not much to laugh about when the sales team isn’t making goal, certainly if you’re their manager and they aren’t taking the job seriously. However, a good sense of humor sets someone apart from others.
When we interview candidates who visit our offices and they interject some humor, we almost always comment on their ease of communication.
Although it’s usually challenging for a candidate to show humor during the first interview, the ones that do stand out from the rest. Funny people seem well-liked and not intimidating. Those who smile and laugh easily are fun to be around.
The dead panned, product sales type who brings you new updates and technical updates is fine. The one who makes you laugh and is always keeping things light and creates some bonding as people want to communicate with that person.

What is a trusted advisor?

Mike McCandlish — Mon, 16 May 2011 19:02:36 +0000

What does a trusted advisor do?

This is an overused phrase that sales people believe is intended to bond them with their clients. The theory seems to be clients come to you for advice around services you sell although some of your ancillary services are not appropriate to charge for. For example, we source sales people for corporate America but when the client’s interview process is cumbersome, we often advise. This assists clients to streamline process and yes we benefit because an improved process will generate placements. But, we don’t charge consulting fees for the service.

Your relationship often positions you to sell professional services, or at least in a good position to cross sell additional services. Tread lightly. Building trust can only be done by demonstrating and proving trustworthiness over time. The client must come to believe that you understand them, you have their best interests at heart, and you will deal with them honestly about what you can and cannot do, and taking a long term perspective rather than seeing them as a short-term sales prospect.

First you must “earn your spurs” and earn the basic right to be listened to by your clients. Do this by demonstrating competence in the areas for which you have been hired. Until you have done this, attempts to advise on wider areas will fall on deaf ears – demonstrate your capabilities first.

Sometimes professionals stop at providing their technical expertise and moving on, truly missing the opportunity for a deeper relationship. Over time, this causes the perception of them as merely a technical specialist. Someone relied on to deal with specific topics but not a trusted advisor.
Each interaction with clients is an opportunity to continuously improve the relationship with candor and concern.

Couple questions:

Do you provide unbiased opinions even though it may cost you some commissions?
What if their situation directed them to someone in your own industry?
Also, do you share harsh news they will have to spend some money?
What I‘ve found is it’s better to “give it to them straight” and your value as an advisor rises. Otherwise, you‘re just selling for personal benefit.
We often pass on potential business for our firm to better serve clients, and I know it’s appreciated.

GOOD SELLING!

December Update…Winding It Down

Mike McCandlish — Fri, 28 Jan 2011 13:23:02 +0000

Winding it down for 2010…looking forward to 2011

Sending clients and candidates a Happy Holidays wish.

Before we discuss sales hiring I wanted to share a motivational video on a great website at www.ted.com . Steve Jobs video on “How to live before you die” is exceptional and motivating. It’s his speech at the Stanford University Commencement ceremonies and well worth the view.

We’re winding down the year while finalizing Sales Executive and VP of Sales searches in select markets. The McCandlish Group team appreciates our special clients who allow us to provide services in support of their sales efforts.

Big News… Biggest increase in Private Sector jobs Since November 2007! Click this link to read the story.

http://www.newsdaily.com/stories/eap102100-us-usa-economy-employment-adp/

Are you challenged managing sales stars?

We could devote a chapter to managing stars? First, forget the antiquated business concept of “We’re the boss and you must go sell, that’s your job.” That mentality doesn’t work well with stars. It will with “robots” that do everything you ask because it’s their job, but not the stars. The stars go elsewhere because they can. Developing Sales Stars would be a good book.

Look what Phil Jackson of the Los Angeles Lakers has done with his stars. He doesn’t seem to lose them to other teams because he creates challenges for them to do more than they thought possible. A good personal friend of mine from High School, Jim Cleamons, has been his assistant coach for many years and he says Phil is always teaching something new and continues to develop people both as a team and one on one.

If you consistently lose your stars you better have an endless supply of new talent or a great training program. Good luck. It’s hard to grow if you’re losing key talent to competitors or creating competitors by limiting the sales team’s growth because they don’t continue to fit your business model. Update it, be open to changing and improving it, and grow.

For all of you in need of improved sales numbers in 2011, it’s time to start that search TODAY!!!

THANKS AGAIN FOR YOUR BUSINESS IN 2010 AND HAVE A GREAT 2011!

Free eBook Sales Hiring Handbook

Mike McCandlish — Fri, 28 Jan 2011 13:20:29 +0000

Hello all,

Today I’m offering a complimentary eBook version of The Sales Hiring Handbook. It’s a 113 page guide to improved sales hiring.

While researching interview questions for the book, I drew from numerous resources for motivation based questions for first, second and sales manager interviews. There are many sales candidates who can sell your product or services, but the candidates that are motivated by your opportunity are most desirable.

Additional chapters cover ideas for the following topics:

1. Introduction

2. About Motivation

3. Are you a sales company?

4. The phone interview

5. First Interview questions

6. The second interview

7. Interview questions for sales managers

8. References

9. Issues of age

10. Miscellaneous issues- lie on the resume? Too many moves?

11. Define thy opening

12. Internet postings

13. Sales positions-definitions

14. Negotiating comp plans

15. Working with recruiters

16. Independent reps or sales employee

17. Accepting candidates from other industries-does it work?

18. Candidates from outplacement firms

19. Why consulting as part of recruiting?

20. Our value add for clients

21. Making an offer

22. Sales directors as consultants

23. Successful search stories and solutions

24. Compensation

25. Gold Nuggets

Just respond to my email offer and I’ll send over 2 attachments including the cover/directory and all chapters. Best of luck!