Displaying articles, webcast archives, and management tools for the category "Recruiting & Selection". Click here to see upcoming events for this category.
Webcast • Coaching for Performance, Recruiting & Selection
Accelerating New Salesperson ProductivityJuly 21, 2011
For many companies, the ramp-up time for new sales professionals typically is six months or more. And, since sales people stay in their position on average for slightly less than two years, companies need to be extremely diligent in recruiting and hiring the right sales people, and then comprehen
Webcast • Sales Force Roles, Recruiting & Selection
Assessing the SalesforceJune 02, 2010
Using Capability Assessments During a Reorganization
Firms undergoing sales force transformation face many challenges, and chief among them is accurately assessing their existing sales organization. In this Sales Management Association case study webcast, we review a global telecom company’s reorganization of its sales and technical supp
Research Brief • Recruiting & Selection
The Concept of Salesperson Replacement ValueApril 28, 2009
A Sales Force Turnover Management Tool
In most industries, sales force turnover is high and very costly to an organization. This paper argues that sales force turnover reflects the quality of sales management performance and that a systematic analysis of sales force turnover can provide clear guidance to increase sales management
Research Brief • Recruiting & Selection
Hiring SalespeopleJune 17, 2008
Best Practices in Recruiting from High-Performing Sales Organizations
Hiring the right people is one of the most important tasks that managers have. When it comes to hiring salespeople, the stakes are particularly high. A great hire can make a critical difference both in terms of revenues and the morale of a sales force. A hiring mistake is costly
Research Brief • Recruiting & Selection
Reducing Call Centre Staff TurnoverFebruary 22, 2008
OVERVIEW Call centres have been instrumental in bringing business efficiences to organizations over the last 15 years. They have brought jobs and economic activity to a number of locations inside the UK as organisations have sought to set up specialised Call Centres in areas with t
