By  Linda Sharma

1. Speak with the candidate’s direct supervisor – When you ask the candidate for references, be sure he/she provides at least a few previous direct supervisors. (Note: It is understandable, however, that the candidate may be reluctant to provide his current supervisor as a reference if his boss isn’t aware that he's looking.) Ask to speak with references from […]

By  Linda Sharma

Define the type of salesperson you need. Do you need a hunter (someone who knows how to go out and find new business) or a farmer (someone who knows how to maintain and grow existing clients)? While some salespeople can do both, most are better at one or the other – and they really are different skills. Adapt your […]

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