13 Serious Questions to Ask Before Hiring Your Next Sales Candidate20210224184535
13 Serious Questions to Ask Before Hiring Your Next Sales Candidate
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...
3 Questions to Ask Yourself Before Hiring a Sales Candidate20200311080014
3 Questions to Ask Yourself Before Hiring a Sales Candidate
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 salesper...
Yet Another 10 Revealing Interview Questions to Ask Sales Candidates20180403153436
Yet Another 10 Revealing Interview Questions to Ask Sales Candidates
3:34 pmhiring, Human Resources, recruiting, sales, sales assessment, sales management, salespeople0 comments
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 curr...
Another 10 Revealing Interview Questions to Ask Sales Candidates20171002171857
Another 10 Revealing Interview Questions to Ask Sales Candidates
5:18 pmhiring, Human Resources, Questions, recruiting, sales, sales management, salespeople0 comments
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 ...
10 Smart Ways to Overcome the Most Common Sales Training Problems20170724184650
10 Smart Ways to Overcome the Most Common Sales Training Problems
6:46 pmHuman Resources, sales management, sales manager, sales process, sales tips, sales training, salespeople, success0 comments
Sales training can be highly effective. It can also fail to provide the ROI you expect. Here are 10 reasons why sales training doesn’t work, and the s...
9 Reasons Why Top Salespeople Leave20170718152605
9 Reasons Why Top Salespeople Leave
3:26 pmhiring, Human Resources, retention, sales, sales leadership, sales manager, salespeople0 comments
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...
Avoid Hiring the Wandering Sales Candidate20170522221554
Avoid Hiring 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 ...
Beware of Hiring the Golden Child20170515185322
Beware of Hiring the Golden Child
The Golden Child interviews well, but fails to meet your expectations. You struggle to hire good salespeople but experience frustration when they fai...
Never Put This Person in a Hunter Sales Role20170421022836
Never Put This Person in a Hunter Sales Role
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 intervi...
Don’t Get Fooled by “The Pinball” Sales Rep Candidate20170406005829
Don’t Get Fooled by “The Pinball” Sales Rep Candidate
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...