18 Oct 2018
The 3 Skill Sets Every Exceptional Sales Leader Must Have
This month’s blog is the byproduct of a conversation with the CEO of a potential client. He was looking for advice with his vision to take his company’s sales force to the next level. They have built a small but effective sales team; they’re close to securing a sizeable round of funding, and their product is cutting edge. There’s one big obstacle though. The CEO...
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19 Jul 2018
5 Questions to Ask Before Hiring a Sales Recruiting Firm
5 Questions to Ask Before You Hire a Sales Recruiting Firm. 1. How does your firm find talent? Most recruiters are network based meaning they have a network of sales professionals that they have developed a relationship with. Usually, their network will be geographically or industry based. Should they have the right candidate in their network, they can deliver them to you quickly. Often, this...
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19 Apr 2018
4 Rules of Headhunting Elite Sales Professionals
With white collar unemployment at its lowest level since 2001 (2.2%), the competition for b2b sales talent is at historic levels. There are simply more available positions than qualified talent (see graph below). Because of this, traditional talent resources such as job boards aren’t working. What does work is target recruiting (headhunting) currently employed sales professionals. With 86.2% of Sales Talent’s hires in 2017 found...
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15 Feb 2018
3 Easy Ways to Win or Lose a Sales Job
You never know when the opportunity of a lifetime will come your way. Unfortunately, we commonly see strong candidates fail to land a dream job for preventable reasons. In today’s blog, 3 Easy Ways to Win or Lose a Sales Job, we’ll share a few that are fully in your control. 3 Easy Ways to Win or Lose a Sales Job. 1. Thank you Notes....
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by Chris Carlson
in Attracting Talent, Candidates - Sales Professionals, Employers - Sales Leaders / HR, Evaluating Opportunities
18 Jan 2018
2018 Sales Hiring Forecast
With 2017 behind us it’s time to look ahead and project sales hiring for 2018. As there aren’t any specific sales hiring forecasts, each year we build our own by looking at the overall hiring projections from the industry standards – CareerBuilder, Manpower, and Linkedin. We also bring in relevant data from Glassdoor and the Bureau of Labor Statistics. Since each company gets their information...
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07 Dec 2017
6 Steps to Prepare for a Job Search
Many sales professionals we work with are shockingly underprepared for a job search. They don’t particularly enjoy the experience and spend as little time as possible on the topic. To help ease the process, we compiled a Job Search Survival Guide – 6 Steps to Prepare for a Job Search. By failing to prepare, you are preparing to fail. Benjamin Franklin 6 Steps to...
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02 Nov 2017
5 Sales Force Expansion Mistakes
Dramatically increasing the size of your company’s sales force in a short period of time can prove to be a painful process. Fortunately, many of the issues you’ll face are knowable and avoidable. Based on our observations, we see 5 common sales force expansions mistakes that most companies make. 5 Sales Force Expansion Mistakes. Underestimating the Project. The biggest mistake we see companies commit is...
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05 Oct 2017
How to Sell Your Company to Candidates
One thing that eighteen years of sales recruiting has shown us is that most companies are horrible at selling their opportunity. The first step in understanding how to do this correctly is recognizing that there are two distinct phases where you’ll be selling your opportunity. The first phase is the attraction phase and the second is the interview phase. A solid attraction story will compel...
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07 Sep 2017
5 Steps – How to Fix Negative Glassdoor Reviews
We’ve written extensively about Glassdoor in the past – Part 1, Part 2. For this blog, we wanted to share a simpler, 5 step guide on how to fix negative Glassdoor reviews. To give a benchmark, the average employer on Glassdoor has a score of 3.3 stars (out of 5). This is up from 3.2 stars when we wrote our original pieces on the topic...
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03 Aug 2017
Interview Tip – How to Properly Evaluate a Concern
Most hiring managers do a poor job of evaluating weaknesses or concerns that they find in a candidate. In our experience, they either reject the person when they find a concern or they focus on what they like and fail to properly vet the concern. Both approaches leave much to be desired. Given how excruciatingly difficult it has become to hire A players and how...
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