Employers – Sales Leaders / HR


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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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...

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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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4 Ways a Sales Playbook Improves Sales Hiring Success
03 Nov 2016

4 Ways a Sales Playbook Improves Sales Hiring Success

All of us crave more certainty in our lives. On the subject of sales talent, every VP of Sales I’ve ever met would kill to have a more predictable and certain sales operation and sales recruiting process. One simple, albeit time-consuming to build tool can help bring you both – a Sales Playbook. If your company hasn’t built an effective sales playbook, you might not ready...

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4 Overrated Sales Hiring Traits
22 Sep 2016

4 Overrated Sales Hiring Traits

Before we discuss our list of 4 overrated sales hiring traits, it’s important to talk about the concept of correlation. An obvious example of a trait with a positive correlation to success is height with basketball. Staying with this idea, when a sales manager is looking for a specific trait in a sales professional, such as image, they are doing it with the idea that...

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Does Talent or Fit Matter More When Hiring Sales Professionals?
25 Aug 2016

Does Talent or Fit Matter More When Hiring Sales Professionals?

It’s not uncommon for Sales Managers to narrow down their field of potential sales hires to a choice between one candidate that “fits” better and one that rates as more talented. This begs a question. With talent or fit, what matters more when hiring sales professionals? Having personally placed over 175 sales professionals with the same client over a 10 year period, I have a...

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