Free Special Resources
Get Your FREE Special Report. Download Any One Of These FREE Special Resources, Instantly!
Featured Special Report
Claim Your Free Cost Per Hire Calculator
This handy calculator lets you plug in your expenses for recruiting, benefits, salaries, and more.

Graphs automatically generate to show you your annual cost per hire and a breakdown of where you are spending the most money.

Download Now!
May 07, 2010
Hold True to Your Seller Profile When Hiring Professional Sales Staff

In a BLR webinar entitled "Sales Compensation Strategies: How to Motivate and Re-Energize Your Sales Staff in a Challenging Economy," Dan Kleinman, principal of Dan Kleinman Consulting, a compensation and human resource consulting firm, described the importance of hiring and retaining the right people:

For a Limited Time receive a FREE Compensation Market Analysis Report! Find out how much you should be paying to attract and retain the best applicants and employees, with customized information for your industry, location, and job. Get Your Report Now!
  • For the right reasons
  • For the right selling

The approach to consider is this:

  • Relationship sellers don't work well in a transactional setting.
  • Pure commission sales staff don't work well in team settings.
  • Ticket takers aren't sales staff.

Along those lines, consider and address why someone chooses to put a significant portion of their pay at risk. Typical characteristics of a good salesperson are:

  • Talent
  • Confidence
  • Values
  • A sense of achievement against self, goals, and others

These same people are looking for situational factors that will serve them well:

  • Management that knows what it is doing
  • Management that knows how to manage sales staff
  • Product quality
  • Operational quality
  • Company with a good reputation
  • Challenging but achievable goals

Dan Kleinman is the principal of Dan Kleinman Consulting, a California-based compensation and human resource consulting firm. For the past 18 years, he has served as an independent consultant for a broad spectrum of regional, national, and international companies, providing compensation, performance, organizational planning, and reward-system design services. He may be reached at

Featured Free Resource:
Cost Per Hire Calculator
Twitter  Facebook  Linked In
Follow Us
Copyright © 2017 Business & Legal Resources. All rights reserved. 800-727-5257
This document was published on
Document URL: