Search by keywords:
Search resources by: Competency
Content Format


Not a member? Sample unlocked content here.

Topics Covered: <a href='/resources/search/?query=sales coaching'>sales coaching</a> | <a href='/resources/search/?query=Recruitment'>Recruitment</a> | <a href='/resources/search/?query=hiring'>hiring</a> | <a href='/resources/search/?query=sales team'>sales team</a> | <a href='/resources/search/?query=management'>management</a>
Talent & Recruitment
May 31, 2013 | Lee Salz lock

Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a challenging sales management situation. Read about it, then click below to view the responses that other sales managers have submitted and weigh in on how you would handle the situation.

The Situation:
Jodi was recently promoted to become the sales manager for the ABC Company. The company is relatively small and Jodi reports directly to the CEO. One of the first tasks on her plate is hiring three account executives for the sales team.

When Jodi was an account executive, she never had exposure to the process of evaluating sales talent. Thus, even though she is now the sales manager, she doesn’t know where to begin.

The company’s internal recruiter has surfaced a handful of candidates for the positions. However, he is looking to Jodi for guidance on how she wants to proceed with them. Given that Jodi is new in the role and doesn’t want to make a mistake with her first milestone decisions, she is unsettled.

The Challenge:
How should Jodi go about evaluating sales candidates for these account executive positions so she makes smart decisions?

Are there interview steps you recommend?

Are there tools she should use? If so, which ones do you suggest she use?

What steps should she include in the candidate evaluation process?

The Solutions:
Take the Sales Management Challenge. Click below to view the solutions proposed by other sales managers and contribute your own.

Other Sales Management Challenges:
How To Negotiate With The Four Personality Types
Assess Your Negotiating Profile
Three Strategies to Being Masterful When Negotiating With People of Authority

View more sales articles from CPSA’s Knowledge Centre.

This content is exclusive for CPSA members

Become a Member

Already a member? Login to see full the article.

About the author: 271

Related Resources

Need to get in touch with us?
Toll free number
1 888 267 2772
Membership Access
Sign in or join us to unlock over 3,000 tools, resources and more!