Avoid the Wandering Sales Candidate20170522221554

Avoid 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...
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

Bad salespeople get hired everyday. They can devastate a sales team and a company’s reputation. Recently, a friend told me over lunch about a sa...
4 Smart Ways to Coach Your Sales Reps on a Sales Call20161214010749

4 Smart Ways to Coach Your Sales Reps on a Sales Call

How often should you step in and save a sale when you’re out in the field with one of your sales reps? You need the revenue, so why not? As a sales co...
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...
7 Reasons Sales Managers Fail20161024200425

7 Reasons Sales Managers Fail

Why do sales managers fail? Let’s face it, the job of a sales manager is one of the toughest occupations in business. Part strategic and part ta...