Practical ideas for sales leaders
Sales Hiring
Assess candidates, ask better interview questions, and explore role fit.
32 articles to explore
- 3 Indispensable Traits of a Successful Remote Sales Rep
· 3 min read
Miss just one of these attributes and you could be off to a rocky start in a new territory. Long distance relationships make for great love stories. They make...
- 4 Exceptional Habits Of Highly Successful Salespeople
· 3 min read
Successful salespeople possess certain habits. Knowing and applying these four habits can put you into a select group of superstars. One of the questions I get...
- Why You Really Need a Sales Assessment Right Now
· 7 min read
What is a Sales Assessment? A sales assessment is test or questionnaire that a sales candidate completes as a part of a job application process. Employers use...
- 3 Habits of Successful Hiring Managers
· 3 min read
Successful hiring managers leave clues as to why they acquire premium talent. Try these three things to improve your hiring results. Successful hiring managers...
- The Best Way to Evaluate a Sales Candidate
· 4 min read
How do you evaluate a sales candidate? Resume, background check, and interviews? Sure, those are important elements of your hiring process . However, you need...
- 13 Serious Questions to Ask Before Hiring Your Next Sales Candidate
· 7 min read
Does your sales candidate align with what your job requires? I recommend that you conduct a competitive comparison of their previous sales job and the one...
- Why is Your Sales Rep Failing?
· 4 min read
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...
- 3 Questions to Ask Yourself Before Hiring a Sales Candidate
· 4 min read
Hiring a sales candidate can be exciting and difficult. As a Sales Manager, you can’t help but be excited about the prospect of a high volume salesperson in...
- 7 Ways to Fix Underperforming Sales Reps Right Now
· 6 min read
Identifying the root cause of underperforming sales reps is always the first step to a solution. Avoid applying an impulsive decision like throwing more...
- Yet Another 10 Revealing Interview Questions to Ask Sales Candidates
· 5 min read
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...
- Another 10 Revealing Interview Questions to Ask Sales Candidates
· 6 min read
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...
- 7 Questions That Reveal Why Your Sales Team Performance is Low
· 5 min read
Why is your sales team performance not meeting your expectations? I ask this question to my clients on a first call to get their perceptions about why their...
- 9 Reasons Why Top Salespeople Leave
· 6 min read
Finding good salespeople is hard enough. Losing a good one can really sting. Why top salespeople leave can be a mystery. According to Harvard Business Review:...
- Avoid Hiring the Wandering Sales Candidate
· 3 min read
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...
- Beware of Hiring the Golden Child
· 3 min read
The Golden Child interviews well, but fails to meet your expectations. You struggle to hire good salespeople but experience frustration when they fail to...
- Never Put This Person in a Hunter Sales Role
· 3 min read
In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing in common: they interview well ....
- Don’t Get Fooled by “The Pinball” Sales Rep Candidate
· 3 min read
In this series, I identify a sales rep candidate who, when hired, fails to meet expectations. Like many other bogus candidates, they have one thing in common:...
- Run Away from the “Face Palm” Sales Candidate
· 3 min read
In this series, I’m identifying a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing in common: they interview...
- Watch Out for This Tricky Sales Candidate
· 3 min read
In this series of articles, I identify types of salespeople who fail to meet expectations. But they all have one thing in common: they interview well . You...
- Why Bad Salespeople Get Hired
· 6 min read
Bad salespeople get hired everyday. Unfortunately, they can devastate a sales team and a company's reputation. Here are a few reasons why bad salespeople get...
- The One Interview Question You Must Ask Every Candidate
· 3 min read
There is one interview question I have my clients ask every candidate: Why do you want to leave your job? That question may be a very common one to ask for...
- Hire Better Sales Reps By Adding This
· 6 min read
Every sales leader wants to hire better sales reps. Sadly, looking back on a new sales rep's first six months you realize that the interview was their career...
- 9 Smart Questions Successful Sales Managers Ask Before Recruiting Salespeople
· 7 min read
Successful sales managers know how to hire right and build a sales team. I get calls every day about hiring salespeople. I always respond with: Describe the...
- 6 Smart Interview Questions to Ask Superstar Sales Candidates
· 4 min read
In some (rare) cases, you need to roll out the red carpet for a sales candidate. Yes, they are that good. And with the ever decreasing quality of candidates...
- 10 Revealing Interview Questions To Ask Sales Candidates
· 4 min read
Not sure what interview questions to ask sales candidates? Check out these ten to find out if you have a champion or not. Asking sales candidates in job...
- 3 Quick Ways to Make Hiring Salespeople More Effective
· 4 min read
Hiring salespeople who can meet your expectations takes time, strategy and a good process. Implement these three proven ways to acquire premium sales talent....
- 4 Killer Interview Questions that Can Make or Break Your Hiring Process
· 4 min read
You don't ask your candidate these interview questions. You ask yourself! Is your recruiting and hiring process doing its job of attracting and acquiring...
- The Myth of the Million Dollar Sales Rep
· 5 min read
How to avoid hiring lousy sales reps who interview like superstars. Have you hired a salesperson and they didn't perform to your expectations? You believed you...
- 5 Things Smart Sales Managers Do to Hire Great Sales Reps
· 3 min read
Stuck with underperforming salespeople? Use these five tips to help you weed through your stack of résumés and hire great sales reps. Many companies are...
- 3 Steps to Hiring Motivated Employees
· 3 min read
Hiring motivated employees requires building a platform for success and acquiring premium talent who align with the role. You cannot motivate people – you can...
- 5 Questions to Ask When Designing Your Sales Role
· 4 min read
Successful selling starts with properly defining the sales role. Answer these 5 questions to get you started. One of the most important steps in the hiring...
- This One Word Costs Sales Managers Massive Sales
· 4 min read
As Sales Managers, we must develop clear job expectations. Then evaluate your salespeople and candidates against those expectations. Put SuperBowl-winning...