Tag: hiring


13 Serious Questions You Need to Ask Before Hiring Your Next Sales Rep

You need to conduct a competitive comparison of your candidate’s previous sales job and the one they’re applying for at your company. Here are some questions to consider before hiring a HUNTER sales rep – especially someone from within your industry. 1. Did they inherit customers to sell to? Will you offer your sales candidate a book of business with

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Yet Another 10 Revealing Interview Questions to Ask Sales Candidates

Before hiring a sales rep, conduct an apples-to-apples job comparison. Line up the structure and activities of your sales job and your candidates current or previous sales job. Note any differences between the two jobs. Good interview questions enable you to do this. It’s easy to assume your sales candidate facilitated the same sales process and had a similar sales culture

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Avoid this Sales Rep at All Costs

Hiring sales reps is not easy. My client was preparing to hire a highly recommended industry veteran for their sales team. All indicators were that this sales candidate was a perfect fit for the role. They had a track record of success, tenure and multiple recommendations. This would have been an easy hire with minimal concern. Management had great expectations that

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Why is Your Sales Rep Failing?

Our research shows that there are many reasons why a sales rep fails to achieve their quota. For the purpose of this article, I will keep my comments focused on three categories: 1. Personality Conflict with the Sales Role Does your sales rep have the right personality style that aligns with what their job requires? Most roles require a higher

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Hiring this Sales Rep is a BIG Mistake!

Recruiting and hiring good sales reps poses a big challenge for business leaders. They can be hard to find, hard to manage and hard to keep. There are many facets to a successful sales rep that must be considered when hiring. You must have the means to explore those traits (drive, personality, thinking patterns, decision-making capacity, etc.) to ensure you’ve

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Company Hires “Superstar” Sales Rep. It Doesn’t End Well. [Sales Story]

Hiring good salespeople is a challenge. There are so many factors that can contribute to a sales reps’ success or failure. In fact, just one or two small things can derail their job performance. That’s why it is so important to acquire as much relevant information during the hiring process to make a well-informed employment decision. When hiring sales reps,

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Another 10 Revealing Interview Questions to Ask Sales Candidates

This is a follow-up to my previous article: 10 Revealing Interview Questions to Ask Sales Candidates. This article focuses on making a job comparison between your current sales job opening and the job previously held by your sales candidate. The goal is to find out how similar (or not) the job tasks required for your job compare with the job

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7 Questions That Reveal Why Your Sales Team is Underperforming

Why is your sales team not meeting your expectations? I ask this question to my clients on a first call to get their perceptions about why their sale team is not meeting expectations. Sometimes I get clear responses. Mostly I receive vague ones. I assembled these questions to help my clients think through some of the issues and find the

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9 Reasons Why Top Salespeople Leave

Finding good salespeople is hard enough. Losing a good one can really sting. According to Harvard Business Review: Estimates of annual turnover among U.S. salespeople run as high as 27%—twice the rate in the overall labor force. Of course, that statistic includes both good and bad salespeople. Your top performers are the anchors by which you continue building a sales

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Avoid the Wandering Sales Candidate

Hiring salespeople is difficult. In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing on common: they interview well. You struggle when hiring good salespeople but experience frustration when they fail to meet their sales goals. Here is another example of a type of sales candidate you’ll

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