Your sales process must be a collaboration between you and your prospect. It is a mutual benefit for both parties and not a confrontation or adversarial construct.  Both parties need to consistently meet expectations to maintain rapport. Keep meetings, do what you say you’re going to do, and maintain mutual accountability throughout. 

The phone screen is a critical element in the hiring process. Are you using it effectively to uncover on-the-job skills? Here are the criterial you need to be evaluating.

The Hunt is the most important step in your sales hiring process. Failure to use the appropriate methods from the beginning can result in losing thousands of dollars on poor performers or hiring candidates who are not a culture-fit for your organization.

The secret to hiring salespeople and building a winning sales team (Series) Frank needs to fill three open roles on his team, and plans to use a framework. He will hunt for talent, create a structured interview plan, score people against a rubric, and evaluate the results of the hiring process.  Terry, on the other hand, doesn’t use a framework for hiring. He posts openings on free job boards, pulls available colleagues into the room for, and bases his final hiring decisions on gut feel. When a new hire doesn’t work out, he tries to figure out why and makes adjustments, sometimes.