Use sales practices in negotiating with sales candidates
Some best practices from sales can help ease the process of making an offer to a sales position candidate without damaging your relationship with them. For instance, says sales management expert Lee B. Salz, there's a saying that "if you are going to lose, lose early" in order to avoid losses from a big investment. The same goes for a sales hire -- find out early what the candidate's financial requirements are and don't waste your time if the candidate's required compensation is 25% above what you can offer. Manage Smarter (10/28)