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Slow down for successful hiring

SmartPulse — our weekly nonscientific reader poll in SmartBrief on Sales — tracks feedback from sales managers and executives. We run the poll question each Wednesday in our e-newsletter.

Last week, we asked: Have you ever made a hiring mistake because you were desperate or rushed to hire too soon?

  • Yes: 84.78%
  • No: 15.22%

Just like you build a plan to make your revenue goals, you need to build a plan to develop your bench.  Why is this so critical? So you’re not held hostage or pressured to keep an under-performing salesperson and/or scrambling to fill a sales position if someone leaves.

Increase the odds you will implement a successful hiring process by having your candidates make a sales presentation to you.  This will help you better evaluate their abilities than a simple Q-and-A session and reference check.

Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.