Evaluating Opportunities


2018 Sales Hiring Forecast
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...

Read More


Smart Questions to Ask at the End of a Sales Interview
01 Jun 2017

Smart Questions to Ask at the End of a Sales Interview

At the end of an interview, most interviewers expect A players to ask thoughtful, smart questions. Rightly or wrongly, we have multiple examples of employers passing on otherwise strong sales professionals that didn’t come to the interview prepared to ask thoughtful questions. These candidates were perceived to lack preparation, discernment and/or interest in their company. This leads us to another question. What are examples of...

Read More


2017 Sales Hiring Forecast
05 Jan 2017

2017 Sales Hiring Forecast

At the start of each calendar year, I look to CareerBuilder, Manpower and Linkedin’s hiring forecasts to project sales hiring for the year ahead. For 2017, I reviewed those resources and a few more with the hopes of forming a more complete view on the sales hiring forecast for 2017. Read on to learn my 4 takeaways including the one takeaway that should have employers concerned...

Read More


3 Tips to Land the Best Sales Jobs
19 May 2016

3 Tips to Land the Best Sales Jobs

Most sales professionals start preparing for an interview right after the interview is scheduled. Stick with me for a minute with this, but that’s far too late. To consistently win the best sales jobs; your preparation needs to begin long before you consider interviewing. I advocate taking control over your career which I explained in Mapping Out Your Sales Career. In today’s blog, I’ll share...

Read More


Sales Interviews – How First Impressions Lead to Mishires
12 May 2016

Sales Interviews – How First Impressions Lead to Mishires

To a large extent, sales professional and Sales Manager alike place a heavy emphasis on their “first impression” of the other when deciding whether they want to work together. Evidence of this is the frequency with which we hear both sides share “I knew within 5 minutes…” after the first interview. A recent Harvard Business Review article sheds light on how we form first impressions...

Read More


Does Micromanaging Sales Reps Cause Turnover?
24 Mar 2016

Does Micromanaging Sales Reps Cause Turnover?

A common complaint I hear from sales professionals is how much they hate being micromanaged. It’s often a main driver compelling them to look for a new sales job. It seems intuitive that micromanaging sales professionals can lead to frustration and the potential for a mass exodus. Despite that, many companies are increasing their investments into CRMs, processes and reporting to gain deeper and deeper...

Read More


Sales Career Mistakes – 3 Big Preventable Ones
28 Jan 2016

Sales Career Mistakes – 3 Big Preventable Ones

Almost all professionals’ careers are full of solid choices and regrettable mistakes. Just how successful your career will end up will be a function of hard work, luck and learning from mistakes. Fortunately, the wise can learn from the missteps of others. In a previous blog, Is Your Sales Career Mapped Out?, I shared a few tips to help you build a long term career...

Read More


2016 Sales Hiring Forecasts
14 Jan 2016

2016 Sales Hiring Forecasts

At the start of every year I look at what I consider to be the 3 most credible sales hiring forecasters (2016 Reports – CareerBuilder, Linkedin and Manpower) to project the year ahead. As each company gets their data from slightly different sources, I trust the aggregate of their forecasts. From this aggregate, it’s clear that the 2016 Sales Hiring Forecast is very good news...

Read More


Do You Have a Sales Career Plan Mapped Out?
10 Dec 2015

Do You Have a Sales Career Plan Mapped Out?

Early on in my sales career I had exactly three goals that I wanted to achieve before 30: earn six figures, get promoted and buy my first house. Although I had clearly defined “career goals”, I didn’t have a “career plan”. To be sure, defining and writing down my goals was a powerful step that helped me achieve all three of my goals. After achieving...

Read More


Sales rep turnover
10 Sep 2015

Three Tips That Show How to Reduce Sales Force Turnover

Given the high cost of replacing a sales professional it never ceases to amaze me how little focus is placed on getting the hiring process right. A major ingredient in an effective hiring process is ensuring a solid “fit” between the employer and employee. To that end, here are three simple but proven tips that will show you how to reduce sales force turnover. Set...

Read More



Page 1 of 212