Susan Villamena

Susan Villamena is a former Sandler trainer with 30 plus years of experience in all facets of sales recruiting, sales training, sales management and consulting. She is a widely regarded expert in sales force development.

Over the years, Susan has helped hundreds of companies and thousands of sales people in a wide variety of industries to achieve substantial gains in their revenue and profits.

Don’t Leave Money on the Table: Calculate Your Hiring Costs!

By Susan Villamena / August 11, 2016

Within sales organizations, companies often perceive salespeople as a necessary evil, as opposed to an asset. If dollars and cents were attached to that asset, a company’s hiring practices may be taken more seriously and the loss of a salesperson may be seen as an expense. If you hire three people and even lose just…

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How to Start Sourcing Sales Candidates Who Aren’t Looking

By Susan Villamena / July 7, 2016

In my last article, we discussed four steps to finding great salespeople who come to you—”active” candidates. This time, we look at finding “passive” candidates. If you’re not getting enough of the right candidates, then you must put the right behavior in place to source “passive” candidates. It’s not enough to just place a job ad…

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Don’t Skip Any of These 4 Key Hiring Steps…

By Susan Villamena / June 7, 2016

There are two ways to find great sales people—either they come to you (“active” candidates) or you approach them (“passive” candidates). In this article, we will first look at the process of responding to a candidate who comes to you. They are actively seeking your opportunity. General job boards such as Indeed, Monster, Career Builders,…

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Sales is Part Behavior & Part Art

By Susan Villamena / May 12, 2016

Anyone can become a salesperson. There’s no real barrier to entry and no barrier to continuing a career in sales. As with most professions, anyone can become a “subject matter expert,” but that does not automatically make that person a good salesperson. Just because you really understand the product—and can talk that talk—doesn’t mean you are…

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How to Predict a Salesperson’s Success

By Susan Villamena / April 5, 2016

Anyone can become a salesperson. There’s no real barrier to entry and no barrier to continuing a career in sales. As with most professions, anyone can become a “subject matter expert,” but that does not automatically make that person a good salesperson. Just because you really understand the product—and can talk that talk—doesn’t mean you are…

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3 Attributes of a Great Salesperson

By Susan Villamena / January 19, 2016

Some people believe it’s the ability to talk to anyone. Some say a good salesperson is fearless. Others will say it’s an innate trait that can’t be taught; you are either born with it or you are not. Personally, I don’t believe good salespeople are born that way. I don’t believe that a good salesperson…

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Top 5 Most Important Attributes Of A Great Manager

By Susan Villamena / December 30, 2015

If you manage a sales group, own a company, or are in sales, you know this to be true: Behind every great salesperson (and sales team), is a great manager. Without strong leadership and a clear vision, even the best sales teams will not accomplish what they are capable of. If you’re the manager tasked with hiring…

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Hiring Strategy

By Susan Villamena / December 22, 2015

Finding a super talented sales person will probably require you to not only shift your hiring criteria, but also to shift your thinking about the process. A good place to start? Stop depending on resumes. A resume is best used for understanding some of the facts: Where they’ve worked; How long they worked there; and…

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Your Criteria. What Should You Be Looking For and Why?

By Susan Villamena / December 15, 2015

This week’s blog is about the criteria you use to evaluate a sales candidate. As you begin to look at the right criteria, you’ll want to consider which is more important…industry experience or relevant sales experience. This is a tough one but I would encourage you to suspend your disbelief for the moment. Of course,…

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Is Your Sales Superstar Not Shining as Bright as Expected?

By Susan Villamena / December 9, 2015

Like most business owners, you can probably tell at least one horror story about a sales hire. After a great interview, fabulous references, and excellent experience, you thought your new rep was the answer to your prayers. But six months down the road, you’re still not seeing results. Before long, it’s clear that the superstar…

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