13 Serious Questions to Ask Before Hiring Your Next Sales Candidate20180524184535

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...
Yet Another 10 Revealing Interview Questions to Ask Sales Candidates20180403153436

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 curr...
Company Hires “Superstar” Sales Rep. It Doesn’t End Well. [Sales Story]20171127165724

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 sm...
Another 10 Revealing Interview Questions to Ask Sales Candidates20171002171857

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 ...
10 Smart Ways to Overcome the Most Common Sales Training Problems20170724184650

10 Smart Ways to Overcome the Most Common Sales Training Problems

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

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

In this series, I identify a group of sales candidates who you might hire, but fail to meet expectations. They all have one thing on common: they inte...
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 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...
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