Comments on: Identifying the Right Sales Talent for Your Company http://www.ere.net/2007/11/21/identifying-the-right-sales-talent-for-your-company/ Recruiting News, Recruiting Events, Recruiting Community, Social Recruiting Thu, 11 Mar 2010 19:09:51 -0500 http://wordpress.org/?v=2.8.4 hourly 1 By: Rachel Schneider http://www.ere.net/2007/11/21/identifying-the-right-sales-talent-for-your-company/comment-page-1/#comment-4921 Rachel Schneider Wed, 21 Nov 2007 08:52:00 +0000 http://www.ere.net/2007/11/21/identifying-the-right-sales-talent-for-your-company/#comment-4921 More than just success rates, the deeper analysis of what created success is critical. This is what this article illustrates. In sales, people typically buy a book of clients and contacts, they do not consider personality, things like selling environment/pressures, company type etc. and then are quizzical when the guy/girl fails to get any new accounts. Wow, amazing how your former IBM rep failed in the start-up because he didn't have a huge marketing support organization, product training, a sales information intranet, organizational resources, and the name 'IBM' brand equity on his voicemail! To Geoff's point, looking beyond the surface is important. I remember seeing a job posting for a marketing director for a large offshore company, I had all the requisite experience and probably more because I did some very innovative things and really shook up the system. However, because I did not come from a 'blue chip' company, I was not granted an interview. Which drives to the point also of what is it the company is driving for? What do they want the person to really accomplish. I totally agree that what will make a 'great' anyone takes analysis and time to decipher. Chances are this person will not be so obvious to the naked eye either. A skilled recruiter who can find those attributes and elicit information from candidates will definitely do much better on the 'strategic fit' aspect. Just a skim of a resume isn't enough... More than just success rates, the deeper analysis of what created success is critical. This is what this article illustrates. In sales, people typically buy a book of clients and contacts, they do not consider personality, things like selling environment/pressures, company type etc. and then are quizzical when the guy/girl fails to get any new accounts. Wow, amazing how your former IBM rep failed in the start-up because he didn’t have a huge marketing support organization, product training, a sales information intranet, organizational resources, and the name ‘IBM’ brand equity on his voicemail!

To Geoff’s point, looking beyond the surface is important. I remember seeing a job posting for a marketing director for a large offshore company, I had all the requisite experience and probably more because I did some very innovative things and really shook up the system. However, because I did not come from a ‘blue chip’ company, I was not granted an interview. Which drives to the point also of what is it the company is driving for? What do they want the person to really accomplish.

I totally agree that what will make a ‘great’ anyone takes analysis and time to decipher. Chances are this person will not be so obvious to the naked eye either. A skilled recruiter who can find those attributes and elicit information from candidates will definitely do much better on the ’strategic fit’ aspect. Just a skim of a resume isn’t enough…

]]> By: Geoff Hultin http://www.ere.net/2007/11/21/identifying-the-right-sales-talent-for-your-company/comment-page-1/#comment-4920 Geoff Hultin Wed, 21 Nov 2007 05:10:00 +0000 http://www.ere.net/2007/11/21/identifying-the-right-sales-talent-for-your-company/#comment-4920 Lee, a fabulous article reinforcing to us all how important it is to go beyond the easy candidate recruiting platitudes using in-depth analysis to ensuring a profitable match between realities. geoff Lee, a fabulous article reinforcing to us all how important it is to go beyond the easy candidate recruiting platitudes using in-depth analysis to ensuring a profitable match between realities.

geoff

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