Need some advice on making your next sales hire great?

My name is Alan Fendrich and I am passionate about getting sales hiring right.

A bit odd to be passionate about sales hiring?  Maybe. And, for sure, it's not my only passion, yet before I share my other personal interests, let me tell you how I got focused on sales hiring.

At first my sales hiring was as bad as anyone else's

In 1993 I had a brainstorm and came up with an idea for radio stations to sell to a new class of clients.

In 4 years we had grown Radio Profits Corporation to nearly 200 salespeople across the US and the UK.

The 80/20 rule was keeping us from making our dot-com dream come true

But our sales hiring failures got in the way. Our turnover was at 50% a year. Plus the 80/20 rule was in full force with 20% of our team doing 80% of the business.

I went on a quest. I started asking everyone if they knew anyone who was hiring salespeople well.

In L.A. at a marketing seminar in January 1997 I asked the question about sales hiring at a break out session. Someone said he had heard about a comany using some sort of test to hire salespeople.

I liked their sales hiring system so much we bought their company

I set up an appointment and drove to Santa Monica to talk. There they showed me how they were consistently getting much better results hiring salespeople. We hired them to help us and, eventually, we merged with them.

That change in sales hiring strategy made us wildly profitable. In 1999, we sold our company and I retired -- for about six months.

In my non-work time I love running, watching sunsets and listening to live Blues to odd hours of the night. However there's only so much of that I can do before I got the urge to go to work.

A fortuitous call from my former partner asking me to talk with a friend of his about sales hrring lead me to start Advanced Hiring System.

Today, 500 clients and 35,000 applicants later here I am. Spreading the message that sales hiring can be much more accurate than most sales managers make it.

If you want to chat about sales hiring use this form to contact me. No obligation, of course. If you're not getting a better than 50% success rate, I might have some ideas to help you.