Run Away from the “Face Palm” Sales Candidate20170404144710

Run Away from the “Face Palm” Sales Candidate

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

Bad salespeople get hired everyday. Unfortunately, they can devastate a sales team and a company's reputation. Here are a few reasons why bad salespeo...
The One Interview Question You Must Ask Every Candidate20161116153153

The One Interview Question You Must Ask Every Candidate

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 as...
Hire Better Sales Reps By Adding This20161102132324

Hire Better Sales Reps By Adding This

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...
9 Smart Questions Successful Sales Managers Ask Before Recruiting Salespeople20161011161510

9 Smart Questions Successful Sales Managers Ask Before Recruiting Salespeople

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, “Descr...
Your Crisis Stricken Employee Deserves More Than a Sympathy Card… Do This Instead20161003080003

Your Crisis Stricken Employee Deserves More Than a Sympathy Card… Do This Instead

Your employee is in crisis – a close member of their family died, a child has become severely ill, or their spouse was injured in an accident and cann...
6 Smart Interview Questions to Ask Superstar Sales Candidates20160824070019

6 Smart Interview Questions to Ask Superstar Sales Candidates

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 cand...
4 Killer Interview Questions that Can Make or Break Your Hiring Process20160608080009

4 Killer Interview Questions that Can Make or Break Your Hiring Process

You don’t ask your candidate these interview questions. You ask yourself! Is your recruiting and hiring process doing its job of attracting and ...
The Myth of the Million Dollar Sales Rep20160522080052

The Myth of the Million Dollar Sales Rep

How to avoid hiring lousy sales reps who interview like superstars. Have you hired a salesperson and they didn’t perform to your expectations? Y...