recruiting a top-notch sales team: newly discovered approaches

SELLING TO A SALESPERSONRecruiting a top-notch sales team

Logan McCune, MBA, SPHR, GPHR Northwestern Mutual

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BURNING QUESTIONS

“HIRING GREATSALES TALENT IS

BRUTALLY HARD.”SellingPower

"We have this myth that extroverts are better salespeople. As a result, extroverts are more likely to enter sales; extroverts are more likely to get promoted in sales jobs. But … the correlation's almost zero. It's really quite remarkable.”

Daniel Pink in To Sell is Human

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EXECUTION

TACTICALEXECUTION*McCune, L. (2013). Global recruiting – align your recruitment strategy with your organizational goals and the global market . Global HR

Practitioner Handbook, 153-168.

Adam Grant in Give and Take

“It didn’t matter whether the salespeople were conscientious or carefree, extroverted or introverted, emotionally stable or anxious, and open-minded or traditional. The defining quality of a top salesperson was being a giver.”

LOGAN.MCCUNE@NM.COM 503-445-5433