Don’t Get Fooled by “The Pinball” Sales Candidate20170406005829

Don’t Get Fooled by “The Pinball” Sales Candidate

In this series, I identify a sales candidate who, when hired, fails to meet expectations. Like many other bogus candidates, they have one thing in com...
Run Away from the “Face Palm” Sales Candidate20170404144710

Run Away from the “Face Palm” Sales Candidate

xPotential SellingApril 4, 2017, , , , 0 comments
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 in...
Watch Out for This Tricky Sales Candidate20170327162604

Watch Out for This Tricky Sales Candidate

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....
Why Bad Salespeople Get Hired20170113141605

Why Bad Salespeople Get Hired

A friend told me over lunch about a sales rep he hired the previous year. He sold seven times the industry average of $1million at his previous compan...
The One Question You Must Ask Every Candidate20161116153153

The One Question You Must Ask Every Candidate

xPotential SellingNovember 16, 2016, , , , , 0 comments
Why do you want to leave your job? That question may be a very common one to ask for most hiring managers, but it’s loaded with the opportunity to gat...
Hire Better Sales Reps By Adding This20161102132324

Hire Better Sales Reps By Adding This

It’s a little unnerving to look back on a salesperson’s first six months and realize that the interview was that employee’s career highlight.  Too oft...
9 Smart Questions Successful Hiring Managers Ask Before Recruiting Salespeople20161011161510

9 Smart Questions Successful Hiring Managers Ask Before Recruiting Salespeople

People call me every day about hiring salespeople. I always respond with, “Describe the sales role please.” Many times they will struggle with definin...
3 Questions to Ask Yourself When Considering a Sales Candidate20160725080014

3 Questions to Ask Yourself When Considering a Sales Candidate

Interviewing a sales candidate can be intriguing. As a Sales Manager, you can’t help but be excited about the prospect of a high volume salesperson in...
3 Habits of Successful Hiring Managers20160707105239

3 Habits of Successful Hiring Managers

Successful hiring managers leave clues as to why they acquire premium talent. Try these three things to improve your hiring results. The hiring landsc...
10 Revealing Interview Questions To Ask Sales Candidates20160627080021

10 Revealing Interview Questions To Ask Sales Candidates

Not sure what to ask a sales candidate in an interview? Check out these 10 questions to find out if you have a champion or not. Ask a sales candidate ...