Interviewing


How to Hire Your First Sales Leader
18 Jul 2019

How to Hire Your First Sales Leader

We have seen an uptick in small, growing companies asking us to find them a sales leader after their first sales leader failed. Diagnosing what went wrong revealed a common pattern. Fortunately, you can avoid some hiring failures by answering a simple question before you start the process to hire your first sales leader. The Critical Question to Ask Before You Hire Your First Sales...

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2019 Sales Hiring Forecast
17 Jan 2019

2019 Sales Hiring Forecast

At the start of every year, we compile hiring projections for the upcoming year. Because there aren’t specific hiring forecasts for sales, we build our own sales hiring forecast based on overall hiring projections made by CareerBuilder, Manpower, and Linkedin. By aggregating these forecasts, we can infer a sales specific hiring forecast that has proven to be extremely accurate in previous years. Based on this...

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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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How to Sell Your Company to Candidates
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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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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Facts or Myths Concept  , Two white billboards on the wall in Shopping Mall
06 Jul 2017

Why Transparency in the Recruitment Process Matters

If you have been living on planet Earth, you’ve undoubtedly encountered Glassdoor. Love it or hate it, the employer review website has brought transparency to hiring. We love it. Today’s blog isn’t about Glassdoor (you can read more about our thoughts on Glassdoor in Glassdoor Part 1 and Glassdoor Part 2) but instead, what we learned from taking transparency to the next level with our...

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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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