The CRAP Report

I read a blog today from the inside sales consulting firm The Bridge Group’s Patrice Murray.  Patrice highlighted a post from Dave Kurlan’s blog, where basically Dave shared a story of a time where he was giving a presentation on a Sales Hiring Webinar.  Dave was asked why, if his process worked so well, were more people not using it.  Dave’s answer was broken down into three points – ego, money, and fear.  Patrice did a great job breaking down the post, and you should read it here.

Additionally, my colleague, Craig Ferrara, hosted a webcast about best practices for hiring teleprospectors.  In it, Craig shares his thoughts on setting up a teleprospecting profile, implementing an interview process that focuses on the phone role play, and his evaluation process.  Check out the Perspectives on Teleprospecting – Best Practices for Hiring Teleprospectors webcast here.

*Photo courtesy of LisaDeeRN via Flickr