Sales Coaching Blog

How To Keep Your Talent Pool Full. A Recruiting Process.

Posted by Kristi Shoemaker

April 10, 2012

Ask yourself this question: When do you start recruiting your next sales producer? In many instances, sales managers wait until there is a vacancy and then embark on a crazy, mad dash to fill the spot.  Clearly, this isn't the best process. Rather, recruiting should be an ongoing process that everyone on the team is responsible for.

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Topics: Best Practice, talent identification & acquistion, prospecting, ideas for sales leaders, assessment tools

Growth depends on the Sales Manager

Posted by Kristi Shoemaker

September 30, 2011

Danita Bye, President of Sales Growth Specialists and EcSELL Institute Pillar Partner, shares her perspective on the importance of hiring the right people for the role of Sales Manager.  She writes...In a recent report, CSO Insights revealed some telling statistics that relate to the sales management function. More than 90% of companies have raised revenue targets – in many cases by over 25%.  This requires sales reps to be fully engaged in the extra effort that it will take to make successful sales. It also requires that the VP of Sales from growth-oriented companies know how to hire sales managers that CAN and WILL grow a sales team that flourishes during these economic conditions. 

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Topics: talent identification & acquistion

Top Sales Interview Questions Part 2

Posted by Kristi Shoemaker

June 8, 2011

We had such great response to our previous blog titled "3 Best Sales Interview Questions" we thought we would share some of our readers additions to the list. Enjoy these top interview questions used by Sales Managers. Please add yours! 

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Topics: talent identification & acquistion, interview questions

Peers share their 3 Best Sales Interview Questions

Posted by Kristi Shoemaker

June 6, 2011

Posted by Kristi Shoemaker, VP Marketing, EcSELL Institute

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Topics: talent identification & acquistion, ideas for sales leaders, interview questions

4 Hiring Mistakes to Avoid

Posted by Kristi Shoemaker

May 30, 2011

We found this article, written by Tom Harnish, very relevant to sales managers. How challenging is it to hire a sales person who is clearly "selling himself" to you? How do you know if he/she is being real? These four hiring strategies can help you avoid making a bad hire.

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Topics: Best Practice, talent identification & acquistion, sales producer, assessment tools

Recruiting Role of a Sales Coach

Posted by Kristi Shoemaker

April 18, 2011

Recruiting top sales people is one of the most important tasks of a Sales Manager. Tony Cole, of Anthony Cole Training Group, outlines the TOP 10 List of Recruiting Skills.

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Topics: talent identification & acquistion, 6 Pillars of Sales Productivity

How to identify your strengths

Posted by Kristi Shoemaker

April 7, 2011

Sales Coaching Summit Session Summary

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Topics: talent identification & acquistion, Sales Coaching Summit, Employee engagement

Interview questions to identify weaknesses

Posted by Kristi Shoemaker

April 6, 2011

EcSELL Institute 6 Pillars of Sales Productivity Pre-Summit Workshop Session Summary

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Topics: talent identification & acquistion, interview questions, 6 Pillars of Sales Productivity

3 interview questions a sales manager should avoid!

Posted by Kristi Shoemaker

March 21, 2011

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Topics: sales management skills, talent identification & acquistion

10 Sales Manager Interview Questions

Posted by Kristi Shoemaker

February 28, 2011

Below are 10 sales manager interview questions that you can use when interviewing potential sales managers for your department. These were shared in the EcSell Institute Executive Sales Manager Think Tank:

  1. If I were to interview the people who have reported to you in the past, how would they describe your management style? 

  2. If I were to interview your reporting staff members, how would they describe your strengths and weaknesses as a manager and supervisor?

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Topics: talent identification & acquistion, Sales Management, sales management skills, ideas for sales leaders

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