Evaluating Talent


Growing Business
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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Elevated View Of Question Mark Icon On White Puzzle Over The Blue Background
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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4 Rules of Headhunting Elite Sales Professionals
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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the same old thinking and disappointing results, closed loop or negative feedback mindset concept  - a napkin doodle with a cup of coffee
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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Can a 90 Day Business Plan Ruin a Sales Interview Process?
04 May 2017

Can a 90 Day Business Plan Ruin a Sales Interview Process?

Recently,  a client of ours was struggling to decide between two finalists for a critical sales role. To break this tie, they asked each candidate to put together a 90-day business plan as their last step in the interview process. Only time will tell if this process produced a favorable result.  Personally, I’ve never been a fan of using business plans as criteria in sales...

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5 Reasons Companies Can’t Hire Top Sales Talent
06 Apr 2017

5 Reasons Companies Can’t Hire Top Sales Talent

The average company takes, well, an average approach to recruiting sales professionals. If your goal is to hire elite, top 10% sales performers, an average recruiting approach will fall short. After all, there is nothing average about the behavior or thought processes of top 10% sales professionals. Companies tend to fall into two camps with regards to their effectiveness in attracting and hiring the top...

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How the Movie Sully Improved Our Sales Interview Process
02 Feb 2017

How the Movie Sully Improved Our Sales Interview Process

I recently saw the movie Sully which is based on the successful July 2009 emergency landing of US Airways Flight 1549. After multiple bird strikes, the aircraft lost power in both engines at low altitude, leaving Captain Chelsey “Sully” Sullenberger with precious little time and close to zero odds of survival. Tom Hanks and Director Clint Eastwood brilliantly portrayed how one man faced up to...

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What We Look for in a Sales Rep
15 Dec 2016

What We Look for in a Sales Rep

Over the past decade, buyers have become increasingly sophisticated and better informed. Along with these changes we have seen an exponential increase in marketing noise that has desensitized these buyers to sales reps’ claims. This combination has caused wholesale changes in the B2B sales landscape that has dramatically impacted how we sell. Although most companies have woken up to these changes; many companies still look...

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How Sales Talent Uses Sales Assessments in Sales Hiring
01 Dec 2016

How Sales Talent Uses Sales Assessments in Sales Hiring

We started using sales personality tests here at Sales Talent in March of 2002 to help me answer a vexing question. For the first time in my career, I had a recruiter on my team that was failing despite doing everything I asked of her. At the prompting of a mentor, I had our entire team take Caliper’s sales assessment to see if our under-achieving...

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