Hiring new salespeople is one of the most important – and the most difficult – things a manager does. Choose right and you’ve got yourself a rock star who will bring in serious revenue. Choose wrong and you’ve made a costly mistake – a $160,000 mistake. According to recent research, that’s the average cost of hiring a bad salesperson.

The problem is: It’s not always easy to tell a superstar from a bust. Sometimes a quality or trait that sounds good on paper can end up being a salesperson’s fatal flaw.

So how can you tell the difference? And how can you be sure you’re making the right hire?

In our new, free webinar called Sales Hiring: 5 Surprising Signs That a Sales Candidate Will Be a Bust, sales management expert and author Dave Kurlan will show you how to root out pretenders and hire real earners. Internationally known for his groundbreaking research on evaluating salespeople, Dave will share his valuable insights into what makes a salesperson successful – and what doesn’t.

Among the topics we’ll discuss:

  • Five salesperson qualities that sound like strengths – but aren’t
  • The dangers of relying on in-person hiring interviews
  • Why a candidate who has “the perfect personality for sales” could be a disaster
  • When a successful salesperson shouldn’t relate to their buyer
  • What being a “top performer” in sales really means

Dave Kurlan

CEO of Kurlan & Associates

Dave Kurlan is a best selling author, top rated speaker, and the leading developer of the Top Sales Assessment Tool for 2011 - 2014. He is the founder and CEO of the Objective Management Group, Inc. (OMG), as well as the CEO of Kurlan & Associates, a global leader in sales force development. Dave's two companies have appeared several times on the Inc 5000, Inc. Magazine's list of the 5000 fastest growing privately held companies in America. He has written two books on sales: Mindless Selling and his best-selling book, Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He has written STAR, a proprietary recruiting manual for hiring strong salespeople and he is the author of Understanding the Sales Force, named the Top Sales & Marketing Blog of 2011- 2014.

Mike Llewellyn

Senior Writer for Rapid Learning Institute

Mike Llewellyn is Senior Writer for Rapid Learning Institute, covering leadership and management. Prior to joining RLI, Mike was a freelance writer and communications consultant whose clients included Whole Foods, Kohler, and TED Conferences. He started his career as an editor for Philadelphia magazine, and holds bachelor's and master's degrees in English literature from Villanova University.

Learn More About The Rapid Learning Institute

Rapid Learning Institute (RLI) provides online training and talent development tools for businesses, government agencies, nonprofits and educational institutions in the areas of sales, leadership and management, human resources, employment law compliance, and workplace safety.