MESSAGE FROM BILL ECKSTROM, PRESIDENT & CEO, THE ECSELL INSTITUTE

THIS MONTH'S FOCUS:
Identifying and Acquiring Talent — Key Steps To Maximizing Sales Productivity

Bill Eckstrum

It is my belief everyone has a talent, and when discovered and put to use, there is great potential for achievement. This raises the question, ‘Given the existing research that supports assessments for selection, why aren’t more organizations using a scientific approach to identifying and acquiring talent?’

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EcSell Logo SmallCASE STUDY

The High Cost of Turnover
A poor hire can cost tens of thousands of dollars. In this case study, an air freight sales manager discusses his process for hiring and onboarding sales candidates.

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EcSell Logo SmallUPCOMING EVENTS

--- SUMMITS ---

July 27-29, 2009
NETWORKING FOR SUCCESS
Ritz Carlton
Half Moon Bay, CA
LEARN MORE!

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--- WEBINARS ---

The 6 Pillars of Sales Productivity: The drivers that maximize productivity in sales management
Presenters: William Eckstrom, President & CEO, EcSELL Institute Ken Rudin, CEO, LucidEra
February 10, 2009
12:00 noon CST
REGISTER

Jnauary 2009: EcSELL Institute Sales Executive Newsletter

FUTURESIZING: HOW REDUCTIONS TO WORK FORCE CAN POSITION ORGANIZATIONS FOR FUTURE SUCCESS

From Talent +

Organizations worldwide currently face difficult economic pressures that may well result in the need to make reductions in work force. Organizational leaders considering making such reductions must decide how to determine which associates to retain and which to let go. Learn more about the principles of FutureSizing in this paper.

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TALENT TRENDS

From The Center for Creative Leadership

Whether talent is a buzzword or a strategic imperative in your organization, the need to have the right people in the right job - now and in the future - is essential.

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Sales Management Fast Facts and Tips

IS THERE A PR PROBLEM FOR SALES?

A study revealed that most college students do not admire, respect, or perceive sales people favorably and generally consider them untrustworthy and dishonest. If your organization recruits sales talent at colleges and universities, be aware that recruiters may need to assuage students’ reluctance to enter the profession based upon their misperceptions.

Try the following "Best Practices":

  • Do not rely only on your HR department to attend college career fairs and do initial interviewing—have a sales person and/or sales manager attend
  • Post openings on campus web sites stating only that "XYZ Corp. is hiring" and list the benefits of working for your organization
  • Consider looking for candidates who have completed a course related to sales. Bristow proved that these students are more likely to seek sales positions after graduation

Source: Bristow, DN, Gulati, R, Amyx, D, & Slack, J. (2006). An empirical look at professional selling from a student perspective. Journal of Education for Business, 81(5), 242-249.

Take the Monthly Survey -

WHAT ARE THE KEY DRIVERS FOR SALES PRODUCTIVITY?

If you haven’t done so already, please take a moment and complete this survey. Your confidential responses to this 3-minute survey will help the EcSELL Institute prioritize the educational and resource needs for sales management professionals.

Request a free copy of the Executive Summary of the findings.

Thank you in advance for your time and contribution.

CLICK HERE!

http://www.ecsellinstitute.com