The Coaching Effect Blog

How Not To Screw Up Your Sales Hiring in 2010

Posted by Kristi Shoemaker

January 7, 2010

Published by: Kristi Shoemaker, VP Marketing, EcSELL Institute 

You won't want to miss our next Sales Management Webinar!

Learn the most important things about consistently recruiting strong, successful salespeople and how to avoid the pitfalls that make hiring good ones such a hit and miss proposition.

Topic:          "How Not to Screw Up Your Sales Hiring In 2010"

Date:           Monday, January 25, 2010

Time:            1:00PM Eastern / 12:00PM Central / 10:00AM Pacific
Duration:      60 minutes
Registration Required: REGISTER ONLINE NOW


During this 6o minute webinar, Dave Kurlan will explain the most important things to understand about consistently recruiting strong, successful salespeople. Using data collected by his organization, he will show you what is possible when you effectively recruit the right salespeople. He will share proven strategies and tricks of the trade on avoiding the pitfalls that make hiring sales people such a hit and miss proposition. It isn't as easy as it looks.

He will share a practical, effective sales hiring process including how to attract the right people to ensure you have a large pool of quality candidates to choose from, what a world-class assessment tool should include and how to utilize it, understanding the unique differences in screening and interviewing sales people versus hiring for non-sales positions, and what the expected results could be when proper assessments are used.  Dave will also discuss the pros and cons of HRs involvement in the sales recruiting process.

This dynamic, fast-pace, information packed webinar is one you won't want to miss.


Dave Kurlan, Founder of Objective Management Group

Objective Management Group is a leading provider of sales assessments. Dave possesses more than 30 years of experience in all facets of sales development, management and consulting. He has been a top rated speaker at Inc. Magazine's Conference on Growing the Company,  the Sales & Marketing Management Conference  and the Gazelles Sales Summit. Nationally known for his ground breaking work in evaluating sales people, he is the developer of The Dave Kurlan Sales Force Profile - a sales force evaluation tool, and several other popular sales and sales management tools.

He has been featured on radio, television and in print. Dave has been featured on World Business Review with General Norman Schwarzkopf and in Inc. Magazine, Selling Power, Sales & Marketing Management Magazine and Incentive Magazine. He has written two books on sales, Mindless Selling and his best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.  He was a contributing author to The Death of 20th Century Selling and How to Improve Your Life Volume 2. He is featured on Inc. Magazine's video How to Increase Sales and Profits by 1000% and specializes in working with growing companies.

Bill Eckstrom, Founder, President/CEO, EcSELL Institute

While a Sr. VP of Sales for a publicly traded organization, Bill found a market void in educational and developmental resources for his sales management team. As a result, he founded the EcSELL Institute. EcSELL Institute offers professional development specific to sales management.  It helps sales managers stay aware of the latest trends, proven strategies, and reliable technologies as it relates to sales leadership and management.  Members of the EcSELL Institute are able to make necessary adjustments in their management approach in order to optimize the productivity of their sales department and create a highly motivated sales team who regularly exceed their goals

Who should attend: VP/Dir Sales/Sales Operations, sales managers, regional sales execs and CSOs

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