Millennials in this American city are carrying the most debt

Millennials in this American city are carrying the most debtMillennials in this American city are carrying the most debtNew data from online loan marketplace LendingTree shows that San Antonio is the American city where Millennials have the most debt, with a median debt balance of $27,122 - not including mortgages.Researchers took a look at anonymized leistungspunkt report data of My LendingTree users who live in the 50 biggest metro areas in the U.S. to compile the data.They were born anywhere between the years 1981 and 1996.Click here for an interactive mapThe 10 cities where Millennials have the most debtHere they are, plus the average percentages of what highly contributes to Millennials total debt balances. Again, these dont include mortgages1) San Antonio median balance of $27,122, with car loans making up 43.2% of total debt balances2) Pittsburgh median balance of $26,403, with student debt being 45.7% of all debt3) Austin median balance of $26,164, with 18.1% of all debt bei ng from credit cards and 37.1% being from car loans4) Houston median balance of $25,978, with 42.5% of all debt being car loans5) Jacksonville, FL median balance of $$25,947, with auto loans making up 38.5% of all debt and student debt making up 37.1% of it6) Dallas median balance of $25,939, with car loans making up an average of 39.9% of all debt7) Washington median balance of $25,810, with 46.9% of all money to be paid back being student debt8) Virginia Beach, VA median balance of $25,591, with 18.9% of all debt being from credit cards, 11.9% of all debt being from personal loans and 35.4% from student loans9) Oklahoma City median balance of $25,351, with car loans making up 39.3% of all debt10) Columbus, OH median balance of $25,129, with 48.1% of all debt being from student loansThe LendingTree senior research analyst who headed up the research commented on the data in a statementThe Millennial generation makes up the younger portion of adults, and as they build their careers, families and communities, theyre doing it encumbered by personal debt, said Kali McFadden.The 10 cities where Millennials have the least debtLets take a look at the opposite end of the spectrum- these numbers also dont include mortgages, of course41) San Diego median balance of $20,75142) Miami median balance of $20,71543) Louisville, KY median balance of $20,64344) Providence, RI median balance of $20,50545) Salt Lake City median balance of $20,41246) Detroit median balance of $19,97847) New York median balance of $19,63148) los Angeles median balance of $19,29949) Sacramento, CA median balance of $18,69150) San Jose, CA median balance of $18,376Check out the full chartwith average percentages of what contributes to Millennials debt in every city (credit cards, student debt, car loans, personal loans and more).

The Macro- and Micro-Level Reasons Why Salespeople Are Struggling to Make Their Numbers

The Macro- and Micro-Level Reasons Why Salespeople Are Struggling to Make Their Numbers The Macro- and Micro-Level Reasons Why Salespeople Are Struggling to Make Their Numbers Sales has never been an easy profession, but ur research shows that more salepeople than ever are struggling to make their numbers. Over the last five years, the percentage of salepeople making quota dropped by 10 points. The percentage of companies achieving revenue also dropped by nearly 4 points.If youre in senior leadership, this performance decline can be incredibly frustrating. Youve invested hundreds of thousands of dollars, if not millions, in CRM solutions and other technologies designed to make your abverkaufpeople more productive and effective. Youve put considerable funding into developing training programs and sales collateral. Youve honed your hiring practices and sought to attract top-notch talent with a proven rack record in your industry. So why arent you seeing a return on your investment?ur answer is simple. Todays sales organizations are not keeping up with and adapting to the pace of change.We all know how quickly things change. Just think about what you can do with the phone you use today as compared to the one you used just five years ago. From the technology itself to the apps that are available, the difference is night and day.However, few of us take the time to think about the macro forces of change all around us and how they impact the profession were in. Were not talking about the small things like the release of the latest iPhone. Or even more dramatic events like an economic recession that can have a real, but often temporary, impact on our opportunities. Instead, were talking about the really big changes that irrevocably reshape the world we live in and how we sell.The Macro Forces of ChangeTo understand this, we need to start with five important macro-level changes. Youll probably be familiar with each of ansicht to some extent, but what we want to look a t is how they are impacting the sales profession.Digital first disruption and consumption. The release of the latest smartphone technology certainly falls into this category, but it is much broader than that. McKinsey estimates that the Internet of Things has the potential to impact the international economy by as much as $11 trillion by 2025. This impact will be the result of changes in the way businesses collect and leverage data for better decision-making and the way consumers use technology to interact with sellers. As sales becomes more technologically driven, desirable skill sets will shift from strictly soft skills like relationship-building to include harder skills like data analysis. In some cases, the best candidates may not even come from the field of sales.Emerging middle class. In the developed world, the number of people with middle-class buying power has remained relatively stagnant and, in some cases, has even declined. However, in many emerging economies, the opposi te is true. By 2025, the middle class is expected to have increased by 153 percent around the world, with the greatest increases coming from countries in the Asia-Pacific region. To tap into this new buying power, companies are going to have to staff a sales force with professionals from countries and cultures that may be very different from those of their current sales force. These new hires will have unique enablement needs.Increased urbanization. Many geographies are also moving from primarily agrarian-based economies to heavily industrialized economies supported by growing cities. As many as 65 million people are moving to cities every year. Thats the equivalent of adding seven new Chicagos (including surrounding suburbs), five-and-a-half new cities the size of the Paris metro area, or almost two new cities to rival Shanghai every year What were once small urban areas will grow into commerce power centers as people and industry flock to these cities in the hope of new opportunit ies and an improved lifestyle. Companies will need to adapt both their market and go-to-customer strategies to adapt to new opportunities and new competitors that are sure to emerge.Productivity and the aging workforce. In more mature markets, workers are hitting retirement age faster than they can be replaced with new recruits. The labor market for the last 50 years has seen a steady growth of around 1.7 percent, but McKinsey predicts it will drop to just 0.3 percent over the next 50 years in its report Global Growth Can Productivity Save the Day in an Aging World? For businesses, this translates into more competition for an ever-smaller pool of qualified talent. To be successful, companies will need to get better at attracting younger talent and profiling new hires. Once talent is hired, enablement will need to onboard these new recruits as quickly as possible and provide the services necessary to drive sales professionals to higher and higher levels of productivity.Invisible sect or boundaries. The ability to redefine your industry has long been a recognizable principle of business survival. If you took any business classes at all, you probably remember the kinderkarre whip manufacturer example or how railroad companies went out of business because they saw themselves as being in the railroad business and not the broader transportation market. Some of the most successful businesses today are masters at crossing sector boundaries. Ten years ago, Amazon just sold books. Today, the retail giant is successfully chipping away at established retail and logistics businesses across a range of sectors. For sellers, the competitive landscape shifts like the sands of the Sahara. Salespeople will need to get better at crossing these boundaries, selling into new markets and competing against companies that they never imagined would enter their space. Sales Is Changing at the Micro Level, TooIts not just the macro forces that are impacting our ability to sell. There are a number of micro forces at work as well. If youre in sales, you probably have stories you could tell in each of these categories, but our research puts some statistics behind the changes you see every day.More buyers involved. In complex B2B sales, facing a gruppe of buyers is nothing new, but over the years, the size of that team has been steadily growing. Our 2018 research shows the number of buyers on the average buying team has risen to 6.4. Our clients also tell us that these teams are made up of buyers from a wider range of disciplines as well. Salespeople will need to get better at managing a larger number of buyers and identifying their unique challenges, wins, and ideas for how to achieve their personal and business objectives.Increasingly formalized process. As the size of the buying team increases, businesses tend to follow a more formalized process. This is one of the reasons we will focus so much on the path the customer follows to make decisions and implement solutions throughout the rest of this book.Political and business-driven decisions. Increasing the number of people on the team almost always increases the amount of politics involved as interrelationship dynamics become more complex. Teams are also focused more on the business aspects of the decision, and the percentage of customers requiring an ROI analysis has gone from a five-year average of 40 to 61 percent in 2016.Evolving buyer expectations and needs. Todays buyers have greater access to information than ever before, but while that may mean they are much more informed when they engage sales, it doesnt always mean they are better informed. Furthermore, buyers are not so much interested in what a product, service, or solution is as in what it does. They want to know how it will help them solve their challenges or reach a business goal. That requires a very different selling approach that translates capabilities into business value. This need cannot be met by adding a little bit of custo mer-centric color to an otherwise product-centric approach.Longer sales cycles. The CSO Insights 2017 World-Class Sales Practices Study found that 60 percent of sales cycles with new customers lasted over six months. Thats up from 41 percent just a year ago. This is reflective of other trends, such as larger buying teams, as well as the increasing sophistication of the solutions sold. While sales enablement can sometimes help shorten sales cycles, in general, salespeople and organizations will need to learn to adapt their approach to these longer selling cycles. The Rise of Sales EnablementThe changing needs of todays buyers and the downward slide in sales performance have led to an increased focus on sales enablement in many organizations. In 2013, only 19 percent of companies we studied had a dedicated enablement person, program, or function. In 2017, that rose to 59 percent.How successful sales enablement is makes a huge difference. In our most recent study, only 35 percent of or ganizations reported that their enablement discipline met or exceeded expectations, but within this group, 67 percent of salespeople achieved quota (see Figure I.1). Organizations that reported meeting only some of their enablement expectations saw 60 percent of salespeople achieving quota. Organizations that reported achieving few of their expectations, essentially failing to enable their sales force, saw only 42 percent of their salespeople achieving quota. Quota attainment in this final group was even lower than the studys average quota attainment of 58 percent.So, whats gone wrong?CSO Insights research and our experiences in the field with hundreds of sales organizations lead us to several main conclusions- There is very little agreement (even within organizations) on what exactly sales enablement is, what it does and how to create an effective discipline.- Even when there is agreement within the organization, most sales enablement initiatives are shaped around vague and unclear outcomes.- Most sales enablement initiatives are not designed to help salespeople adapt to the micro and macro forces in the marketplace.- This is a direct excerpt from Sales Enablement A Master Framework to Engage, Equip and Empower a World-Class Sales Forceby Byron Matthews and Tamara Schenk, copyright 2018 by Miller Heiman Group. All rights reserved. Published by John Wiley Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada.Byron Matthews is chief executive officer of Miller Heiman Group. Byron not only brings the senior leaders perspective to the topic of selling, he also has a long and successful track record in sales himself with major companies, including Aflac, Mercer, and Accenture. In the industry, he is a sought-after speaker on topics such as AI-augmented sales and the future of selling.Tamara Schenk is research director at CSO Insights. In addition to being the lead analyst for sales force enablement at CSO Insights, Tamara is a noted author, speaker , and evangelist on the topic. She also brings real-world enablement experience to the table, having come up through the enablement ranks to serve as VP of sales enablement for T-Systems, a leading global IT and telecom company, before joining Miller Heiman Group.

How to Make the Most Out of College Networking Events

How to Make the Most Out of College Networking EventsHow to Make the Most Out of College Networking EventsMore and more colleges are creating opportunities for students, graduates, and alumni to interact, get to know one another and, when appropriate, gain career assistance. These events may be advertised with a clear career networking focus or have another social or cultural emphasis like a gallery visit, happy hour at a pub, or presentation by faculty members or reputabel alumni. These programs might be sponsored by career offices, alumni offices or regional alumni groups. Check with your colleges career services office, alumni affairs operation, and local alumni club for a schedule of upcoming events. Once you have identified opportunities to network through your school, the next step will be to take full advantage of these events by presenting yourself in a viable way and making as many helpful contacts as possible. Here are some tips to help you do just that Tips for Attendin g College Networking Events Ask the event sponsors for a list of prospective participants as well as their career and employer affiliations in advance of the program. Identify alumni who are working in fields or for employers of interest and make sure that you find a way to approach them at the event. Research their field, employer, or industry to identify some trends and challenges in their sector. This will help you to ask more sophisticated questions. Prepare a List of Questions Prepare a list of questions prior to the program. Make sure that you are genuinely interested in hearing responses or you might seem stiff or insincere. Ask your career office to share a source for examples of these types of queries. Reviewing some of the content on informational interviews will give you some ideas.Be prepared to offer some information about your interests, talents, skills, accomplishments and/or goals. It will be very hard for the assembled alumni to help you if you havent furnished the m with a sense of who you are and where youre headed. Research Career Fields of Interest Research some career fields of interest so you can share some possible targets (it can be more than one area if you present a solid rationale for targeting each career). Even if you cant name a specific field or articulate a coherent goal, it will be important to at least share some of the skills you enjoy utilizing which have led to some successes in class, work, athletics, or co-curricular life.Practice an Elevator Speech Practice a brief introduction or elevator speech which can be delivered in 20 - 30 seconds. If the event has been advertised with a career theme, then the content can focus on your career status and interests. For other events, your introduction might contain some more general information connecting you to the theme of the program, for example, As an art history major I really enjoy modern art and was excited to hear that an alumna was exhibiting at this gallery.Its almost al ways better to establish a personal rapport before asking for concrete career assistance at these programs. Be patient as you cultivate a personal connection with alumni. Look for a common fundament like a shared interest, college sport, club, or faculty contact. Asking them about the most rewarding aspects of their college experience can help move things along. Arrive Early to Mingle Arrive early so you can mingle with people as they arrive and before key contacts are crowded by others. Hang around afterward as the group thins out and some of the really motivated helpers will still be available. You might even be invited out for a post-program drink.Bring Business Cards Bring business cards if you have one and create one if you dont. For students, your card might contain a title like aspiring sales professional as well as contact information and a web link to your LinkedIn profile and resume. You can also bring copies of your resume and share them as appropriate given the nature of the event and the rapport you have developed with a specific contact. If you really hit it off with an alumnus, you might ask if you could meet with them for an informational consultation or shadow them at work. Follow Up After the Event Follow up after the event with contacts that you make. Send an email, thank them for any specific advice and include a reminder of who you are by sharing your LinkedIn page. Your follow up communication is another opportunity to take things a step further by inquiring if you might do an informational interview or job shadow. You might also ask for suggestions of other alumni contacts given your interests or for job leads if you have laid the groundwork. Remember that campus career panels with alumni and visiting alumni speakers represent opportunities for networking before and after the formal presentations. Helping to sponsor such programs on behalf of student clubs can give you the opportunity to get to know alumni better. College reunions are a great way for alumni in career transition to reconnect with former classmates. Students can volunteer to help out at such events and gain access to helpful alumni. Implementing some of these strategies can help you to tap into the goodwill of alumni at your school and have a dramatic impact on the progression of your job search.

Radiology Supervisor Job Description

Radiology Supervisor Job DescriptionRadiology Supervisor Job DescriptionRadiology Supervisor Job DescriptionThis radiology supervisor sample job description can assist in your creating a job application that will attract job candidates who are qualified for the job. Feel free to revise this job description to meet your specific job duties and job requirements.Radiology Supervisor Job ResponsibilitiesServes patients by providing radiology services supervising staff.Radiology Supervisor Job DutiesProvides radiology services by directing and coordinating the services of radiology and diagnostic imaging procedures overseeing staff in operation of imaging equipment, such, as x-ray machines, fluoroscopes, computerized tomography (CT) scanners, or magnetic resonance imaging (MRI) equipment.Accomplishes radiology human resource objectives by selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees communicating job expectations planning, monito ring, appraising job contributions recommending compensation actions adhering to policies and procedures.Meets radiology operational standards by contributing information to strategic plans and reviews implementing production, productivity, quality, and patient-service standards resolving problems identifying system improvements.Meets radiology financial standards by providing annual budget information monitoring expenditures identifying variances recommending corrective actions.Supports patient care by resolving radiology issues with physicians, radiologists, radiology technologists, and ancillary staff improving and maintaining quality assurance program for department functions.Improves quality results by evaluating accuracy and quality of images providing technical assistance implementing new techniques, equipment, and procedures.Provides statistical reports by controlling the collection of treatment and clinical data.Provides a safe environment by monitoring radioactive exposure of staff and patients keeping staff and patients safe. controlling radium loading and handling techniques maintaining radium records.Prepares students for technical responsibilities by coordinating clinical rotations and training for radiology technology students.Serves and protects the hospital community by ensuring adherence to professional standards, hospital policies and procedures, federal, state, and local requirements, and Joint Commission on Accreditation of Healthcare Organizations (JCAHO) standards.Updates job knowledge by participating in educational opportunities reading professional publications maintaining personal networks participating in professional organizations.Enhances radiation oncology and hospital reputation by accepting ownership for accomplishing new and different requests exploring opportunities to add value to job accomplishments.Radiology Supervisor Skills and QualificationsClinical Research, Clinical Skills, Health Promotion and Maintenance, Hospital E nvironment, Verbal Communication, Informing Others, Analyzing Information , Supervision, Radiologic Technology, Use of Medical Technologies, ThoroughnessEmployers Post a job in minutes to reach candidates everywhere. Job Seekers Search Radiology Supervisor Jobs and apply on now. Learn more abouthow the hiring processVideo Make yourRecruiting Stand OutIs Perfectionism Hijacking your Hirin Process?How to Interview to Uncover a Candidates Ethical Standards

Selling to Friends and Family

Selling to Friends and FamilySelling to Friends and FamilyEveryone in ausverkauf enjoys an easy sale now and then. Okay, lets be honest people in sales would love all their sales to be easy. But in the real world, very few sales are simple and easy. Most would prefer closing a sale on the first visit than having to meet with their customer time and time again before they earn the right to close the sale. So when an opportunity to sell to family or friends comes along, the temptation to engage them in a sales cycle is strong. But, is it in your best interest to sell to family and friends? Sometimes, Selling to Family or Friends is Inevitable Depending on what you sell, your family or friends may want to buy from you and you wont need to sell them at all. This is more order taking than it is sales. But be careful to not charge them more or less than what youd charge anyone else. Charging your family or friends more than the normal price for your product or services are is akin to t aking advantage of your relationship. Likewise, giving them a steep discount may hurt your standort with your sales company. The best way to proceed when a family or friend engages you and wants to buy something from you is to offer them a fair price and that you offer them the same level of customer service you give every other customer. Some Sales Industries Are More Friends and Family Focused There are some industries that not only want you to sell to your family and friends but actually, encourage it. The insurance industry is an excellent example of an industry that expects their rookie sales professionals to actively prospect to their family, friends, and associates. It is very common for a new insurance agent to be asked for a list of 100 to 200 names of friends and family. This list becomes the new agents call list. If you are asked for such a list and your employer fully expects you to not only turn in your list but also to actively try to sell to those on your list, yo u need to make a decision. If the idea of calling your family and friends and asking for them to do business with you is way outside of your comfort zone, then you should think about a different sales position. Industries to Avoid Selling to Family and Friends A great way to end a friendship or to cause stress in families is to sell products that have a tendency to malfunction or professional services that involve selling financial services. Here are two examples Lets say you landed your first sales job with an auto dealer and you are assigned to selling used cars. Your family and friends may be in the market for a new (used) car and, while they are out shopping, stop in to check out your inventory. So, you sell them a car (giving them a fair and honest price) on a car that breaks down a few weeks after they take ownership. To make matters worse, the car continues to give them problems for several months until they end up spending a whole lot of money getting the car repaired. And, of course, that needed repair wasnt under the used car warranty your dealership offers. It goes without saying that while your family member or friend wont blame you for all the issues they had with the car, they will never forget that YOU sold it to them. Another example is for those in the financial services industry. Lets say a friend has some money to invest and asks you for your advice. You share your knowledge and offer some suggestions as to where she can invest her money. She likes your ideas and asks you if she can buy the financial vehicle through you. You make the transaction, take her money, earn your commission then move on with your day. This could turn out great if your investment idea works out well but, if things go south, you may end up losing a friend. People are very sensitive when it comes to money matters and losing money on an investment is a very emotional event. And if you were the one who suggested that a friend invests in something that loses money, t hey will blame you. The best advice, you can offer suggestions and share your expertise, but when it comes to selling products that have a tendency of malfunctioning or services that come with the inherent potential of losing money, its better off if someone else in your company handles the sale.

If You Read Nothing Else Today, Read This Report on Strong Resume Words

If You Read Nothing Else Today, Read This Report on Strong Resume Words For this reason, youre want to look at adding results and result-oriented language working with a number of these words. If you arent sure which words to use, find keywords in the work description. There are various types of keywords. Now you have to find out the resume keywords and phrases utilized for your intended position. Employers normally try to find a selection of hard abilities, which youll be able to demonstrate by listing your work experience and qualifications. Resume Keywords are centered through your base abilities. Its difficult to find the one that you desire. The Dos and Donts of Strong Resume Words Sprinkle the right buzzwords into your resume and cover letter to demonstrate that youre a component of the business. Skills The very best thing to do is create an overview of skills in the sort of bullet points and set them at the peak of your resume, DiRocco suggests. A freelancer for at least 20 decades, Johnson has had the chance to cover topics that range from construction to music to celebrity interviews. Writing a cover letter to coincide As soon as an employer reviews your resume and cover letter, you get a limited period of time to leave an enduring impression. Limiting your choices will conserve a good deal of time and headache whilst ensuring a greater quality resume. If youre asking for work, I am assuming that youre hard-working and that you have goals, you dont have to set them on your resume, Case states. The Demise of Strong Resume Words Power words are used for many reasons. Be certain to be thoughtful once you use action verbs. The most suitable action verbs also get rid of the demand for adverbs, and in some instances, adjectives. Utilizing action verbs and active voice makes a big difference in your resume, therefore its well worth the plus-rechnenal effort. The Key to Successful Strong Resume Words In addition to awards you can also incorporate professional achievements on your resume. Its definitely better to provide a good illustration of whenever you have demonstrated a skill, like receiving an award. Professional awards function as a beneficial reference for your ability. If you just have a couple of professional awards to add it is preferable to include them in your professional experience. This word proves that you made some kind of positive difference at an earlier firm. Typical words are the ones that you use each day. Just about everyone utilizes the next words so that you have to locate a way to differentiate yourself and stick out from the crowd. The Principles of Strong Resume Words That You Will be Able to Benefit From Starting Immediately Sooner or later, youre most likely to be caught out, which usually means you stand no possibility of finding the job. You are going to have to be a little bit of a detective. Now its time to develop the remainder of our character by doing some market research. With the right preparation, you are going to be prepared to manage the neighborhood job market head on. Applicants are somewhat more confident to reject work offer instead of a better one. Every phrase or statement you write needs to convince your prospective employer that youre the very best candidate for the job. To have the ability to find job you will need to communicate to the employer that you are prepared, willing, and equipped to do the job. Virtually each possible employer will want to find a resume from you. The Demise of Strong Resume Words Now you know how to leverage the appropriate word balance, lets walk through a few examples of action words you may use for different abilities, jobs, and accomplishments to supercharge your resume. Demonstrating that youre a creative innovator has never been simpler Let us all admit that there is not any perfect relationship within this world. This means that youre on the market for 25 or so verbs. Not only do y ou have to use action verbs in your resume, but you also must choose the ones that fit your industry and make an impact. Unless you are in possession of a fantastic reason to enlarge your variety, the below success verbs can cover most bullets you are able to think about. Its fine to leave in a couple of the previous verbs. Strong Resume Words Secrets That No One Else Knows About Odds are good that hiring managers at other organizations are utilizing the very same criteria for their employees. Hiring managers will need to scan your resume and locate the information that they need in record time in order that they are able to move on to the next resume. Customer service takes in several of unique jobs. Make a list of your professional strengths and abilities, and choose whether you can provide products or services all on your own. For example, the work description might say that you ought to have the capacity to diagnose malfunctioning systems and fix them. Just upload your resume in their system then paste the whole job description to begin the comparison. Both services provide a completely free trial.

3 Ways to Tell Whether Your Sales Manager Candidates Have Business Acumen

3 Ways to Tell Whether Your ausverkauf Manager Candidates Have Business Acumen Good sales managers effectively motivate and advise their sales teams to achieve goals and improve performance. Great sales managers, however, combine the power of their past experiences, expert knowledge, and awareness of their surroundings to make important company decisions for today and the future.Put simply,the best sales managers have business acumen.Business acumen is the ability to use experience, knowledge, perspective, and awareness to make sound business decisions. Sales managers with this skill practice good judgment and are capable of taking comprehensive, long-term views of what their companies need. Sales managers without strong business acumen, on the other hand, can make short-sighted business decisions that negatively affect the future of the organization.It should go without saying that hiring pros in need of sales managers should prioritize candidates wi th business acumen. But how do you find those candidates? Recruiters and HR pros should look for the following things when on the hunt for sales managers with business acumen1. Find the CollaboratorsThere is no doubt that sales teams with powerful teamwork capabilities are the fruchtwein successful. This success is nurtured by managers who work collaboratively with others throughout the company and relay important messages back to sales reps.Sales managerswith business acumen have a collaborative edge. In fact, 84 percent of respondents in a Lighthouse case study found business acumen helped improve teamwork.Seek out sales managers who have provenhistories of successful collaboration. Keep an eye out for resumes that say a manager has worked closely with the customer success, marketing, or even executive team.Then, during interviews, ask how the candidate works within the context of the organization as a whole on a daily basis. Encourage them to share an example of a time when one o f their decisions impacted the entire company. Listen for cues thatsuggest the candidate discussed the decision with other departments or company leaders before coming to a conclusion, rather than acting entirely on their own.2.UncoverLong-Term Thinking SkillsToday, successful companiesmust constantly respond to newdisruptions. Rapid innovation and emerging technologies mean competitors are moving faster than ever. Panicked company leaders may focus heavily on short-term goals as a result, but this game of catch-up usually leads to poor long-term outcomes.On the flip side, managers that focus on the long term see 47 percent higher revenue, according to a report fromFCLT Globaland the McKinsey Global Institute.To find sales managers who can think long-term, give candidates the opportunity to showcase their abilities during the application stage. Share the companys needs and long-term goals with candidates, and then ask them to lay out their prospective action plans based onthat infor mation.3. Reach Out to Those Who Understand Your Customer BaseKnowledge, perspective, and awareness are all critical for managing a team, and this combination is just as important when connecting with customers.Sales managers with business acumen are better able to create meaningful relationships with your customers. Prospective sales managers who already understand your customer base are the most likely to be able to build strong relationships with your clients, so look for candidates who have experience with the people you serve. They may have managed a sales team in the exact same industry before, or perhaps theyve connected with customers in similar roles in the past.Reach out to candidates who already understand your customers needs, personalities, and common objections. Give them time during interviews to discuss how their experiences have given them the necessary perspective and awareness to increase engagement with your current customers.Karyn Mullins is presidentofMedReps.c om.Connect with Karyn onFacebook,Twitter, andLinkedIn.