Employers – Sales Leaders / HR


2 Advanced Sales Vetting Tips
30 Jun 2016

2 Advanced Sales Vetting Tips

Why do some sales reps with tremendous track records succeed in a new sales role while other equally accomplished reps fail? Predicting how a human being is going to perform in a new environment is a tremendously challenging proposition. Just ask any NFL talent scout. The easier piece in sales hiring is vetting out if a sales rep is a legitimate top performer (read our...

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Attracting Top Millennial Sales Reps – 3 Reasons They Won’t Work For You
16 Jun 2016

Attracting Top Millennial Sales Reps – 3 Reasons They Won’t Work For You

There are fewer hot topics than the work ethic of Millennials. What’s not up for debate is their importance in the workforce. Today, 1 in 3 American workers are a millennial, making them the largest generation of workers. In my own experience, the most talented of millennial sales professionals are every bit as driven as reps from previous generations. If you’ve struggled with the results...

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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...

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4 Sales Recruiting Tips to Hire Top Sales Performers
28 Apr 2016

4 Sales Recruiting Tips to Hire Top Sales Performers

Given the high rate of failure with sales hires I’m amazed at the lack of formal training most Sales Managers receive regarding how to properly vet sales professionals. After 20 years in sales recruiting; I’ve learned to look past polish, presence and extraversion and depend on a repeatable and predictive approach. The foundation for this process starts with these 4 sales recruiting tips that we...

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Bay Area Sales Recruiting – 4 Keys to Succeeding in an Impossible Environment
31 Mar 2016

Bay Area Sales Recruiting – 4 Keys to Succeeding in an Impossible Environment

Bay Area sales recruiting has always been more challenging than all other metros in the U.S. and in our experience, the world. There are a number of reasons for this: a less than 4% unemployment rate, the most expensive real estate in the U.S. and a staggering number of technology companies headquartered here competing for talent. These factors combine to create a candidate driven marketplace that is...

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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...

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The Classy Resignation – 4 Tips
17 Mar 2016

The Classy Resignation – 4 Tips

About a year ago, one of our senior recruiters decided to move onto greener pastures after four extremely productive years with Sales Talent. For a company of our size, this constituted a huge loss. Despite this, the way Erik handled his departure was decidedly positive. Without question, he would be welcomed back to Sales Talent with open arms and he can always turn to us...

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Steve Young on How to Reinvent Your Career
10 Mar 2016

Steve Young on How to Reinvent Your Career

I’ve written before about Once In a Lifetime opportunities that my membership in EO has afforded me. On October 17th, 2013 I experienced one of the bigger ones – meeting Super Bowl MVP, 2x NFL League MVP and Pro Football Hall of Famer Steve Young. Despite rooting against the 49ers my entire life, it wasn’t that hard to play the part of fanboy that day....

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Do Job Boards Work for B2B Sales Recruiting?
03 Mar 2016

Do Job Boards Work for B2B Sales Recruiting?

Bill Gates famously said, “I will always choose a lazy person to do a difficult job, because he will find an easy way to do it.” Well, recruiting B2B sales professionals is definitely a difficult undertaking. Fabulously, online job sites (ZipRecruiter, CareerBuilder, Indeed, etc) have promised us the ultimate lazy solution. Post a job, sit back and collect resumes. What could be more lazy (and...

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Sales Recruiting in Tough Markets – 5 Rules
25 Feb 2016

Sales Recruiting in Tough Markets – 5 Rules

In Manpower’s Annual Talent Shortage Survey, 34% of employers say that the #1 issue they encounter with open positions is a “lack of available applicants.” This is up significantly from last year when 25% of employers listed this as their primary obstacle. As a national B2B sales search firm recruiting across all of the major metros in North America, we face this challenge daily. With...

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