Employers – Sales Leaders / HR


How to Stay Positive During a Job Search
18 Feb 2016

How to Stay Positive During a Job Search

At some point in our sales careers most of us have found ourselves out of work or out of love with our sales job. The psychology of this situation is 180 from the good vibes we experience when we’re crushing it at work and new opportunities are finding us. I’ve often found myself shifting from recruiter to positivity coach when interviewing a sales professional that...

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The Phone Sales Interview – How to Win it or Conduct it
11 Feb 2016

The Phone Sales Interview – How to Win it or Conduct it

When I am vetting and trying to select elite sales talent I start the process at 50,000 feet and work down. I prefer to start this process with a phone interview and recommend that my clients do as well. This allows me to focus and listen for a few select qualities and not get distracted by a sales professional’s image, presence or likeability (I get...

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One Trait ALL Top Sales Reps Possess
04 Feb 2016

One Trait ALL Top Sales Reps Possess

I’ve read article after article written by “experts” that promote the ONE question they ask or the ONE trait top sales reps possess that will ensure hiring success. Many of these approaches do correlate with hiring success but they are a far cry from foolproof. For example, a former boss loved to ask “Do you hate to lose or like to win?” He absolutely wouldn’t...

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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...

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Why Your Sales Talent Pipeline Sucks – 3 Answers
21 Jan 2016

Why Your Sales Talent Pipeline Sucks – 3 Answers

The number one frustration we hear from sales leaders at companies looking to hire top B2B sales talent is a lack of qualified candidates. We even hear this from companies that have attractive positions and a compelling story. With white collar unemployment at 2.5% and dropping, building a strong sales talent pipeline of candidates is only going to get harder in 2016. Fortunately, several of...

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15 Jan 2016

Join Us For Our January 21st Webinar, "How to Recruit Top Sales Professionals"

Sales Talent’s founder and President Chris Carlson will be co-hosting a free Webinar with MAP Consulting’s Executive Chairman, Lee Froschheiser. In this Webinar we will cover: How to build an effective hiring profile that works for your company. Insights into the Top 20% of Sales Performers (including where to find them). How to distinguish between sales professionals that interview well and those that perform. The...

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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...

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A Career Killer for Sales Leaders (and How to Avoid it)
17 Dec 2015

A Career Killer for Sales Leaders (and How to Avoid it)

Most Sales Leaders intuitively understand that overselling a job opportunity might lead to disappointment. What they don’t know, is that it can also be a potential career killer. To be fair, we don’t believe that most Sales Leaders that do this are being malicious. Their goal is to attract and hire sales superstars and they bait their hook accordingly. To their credit, the examples and...

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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...

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Hire Better Sales Reps – 5 Tips to Increase Sales and Reduce Turnover
03 Dec 2015

Hire Better Sales Reps – 5 Tips to Increase Sales and Reduce Turnover

Much of what I’ve learned over my career about how to consistently hire better sales reps I have been able to test and refine through an ongoing 12 year relationship with one client. Over those 12 years, Sales Talent has placed over 150 experienced B2B sales professionals with this client. All of these hires have been for a hunter role, selling an unknown service to...

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