A prospect went to our web site www.turrisissociates.com looking for information on how to write an ad to hire sales people. When I called the gentlemen he informed me he had targeted the mortgage industry. He went on to say the mortgage and real-estate business was in a down turn and sales people were looking to leave.

When I asked the prospect what business he was in I was told he was a house builder. His plan was to write to mortgage company owners and recruit sales people that wanted to leave the industry. He wanted sales people that understood financing and real estate.

Let's pretend for a moment that a mortgage agency was to respond to his letter. Do you think for a moment am agency owner would be inclined to give out names of employees who were top performers or poor performers

When  the criteria for hiring a sales person is industry knowledge, I can't help feeling the focus is on presenting when it should be on Hunting for prospects, Qualifying or Disqualify Business Opportunities and the Closing of sales.