Employers – Sales Leaders / HR


The Sales Recruiting Industry’s Big Secret
19 Nov 2015

The Sales Recruiting Industry’s Big Secret

What if we told you that the sales recruiting industry has a truth that doesn’t get talked about? That truth? The industry average for the percentage of clients’ searches that get filled (Win Rate) is only 20% for permanent placement recruiting firms. The source of this information is InsightSquared’s 2015 “A Data-Backed Analysis of Top Staffing & Recruiting Firms” Report.  As a supplier of CRM systems...

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Why Work for You? How to Recruit Top Sales Reps
29 Oct 2015

Why Work for You? How to Recruit Top Sales Reps

According to CareerBuilder’s Q4 2015 Job Forecast, hiring for permanent positions “is projected to be the most robust since 2006.” With this intense level of competition for talent, we’re seeing sales leaders struggle to recruit top sales reps. Often, they’re the problem as they approach the recruitment process as if they hold all the cards.  Yes, there are plenty of sales candidates out there but...

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Aron Ralston – Life and Career Lessons
22 Oct 2015

Aron Ralston – Life and Career Lessons

(Aron and myself, Denver, CO) Two weeks ago, I found myself seated next to Aron Ralston for lunch. Aron is the remarkable man who famously cut his right forearm off with a dull pocketknife to escape certain death after falling down a canyon wall and coming to rest underneath an 800 lb boulder. A group that I belong to, Entrepreneurs Organization, had invited him to...

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Lance Armstrong – Career Management Lessons
15 Oct 2015

Lance Armstrong – Career Management Lessons

This past Friday Lance Armstrong appeared before 300 fellow entrepreneurs and myself for a one hour, no-holds barred Q&A. Earlier that day, about 15 of us had the opportunity to join him for an early morning run.  I really had no idea what to expect as I waited for him at entrance of the hotel lobby but I sure was curious. Just like that, there...

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Retained Sales Search vs Contingency Sales Recruiting
08 Oct 2015

Retained Sales Search vs Contingency Sales Recruiting

Whether you are considering a retained sales search or contingency sales recruiting option, the goals should be the same. To find a solution that can consistently deliver the best possible talent. Most clients also like it done yesterday. Attractively, sales recruiting firms offer companies the ability to interview candidates with zero obligations and only incur a fee should they decide to hire a candidate. This “contingent” fee model...

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How to Leave a Fantastic Interview First Impression (HBR Research)
01 Oct 2015

How to Leave a Fantastic Interview First Impression (HBR Research)

The January 2015 Harvard Business Review article – Managing Yourself – A Second Chance to Make the Right Impression – shares the science and the thought processes that go into how first impressions are made. The point of Ms. Halvorson’s article is show us how to give yourself a second chance if a first impression is wrong. My interest in her article was to learn...

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How to Motivate Sales Reps – HBR Research
17 Sep 2015

How to Motivate Sales Reps – HBR Research

Doug Chung, pursued his PhD in marketing at Yale where he studied what strategies companies can use to manage and how they should structure pay to motivate sales reps. Based on this research and the work that he has continued as an Assistant Professor at Harvard Business School, Chung authored “How to Really Motivate Sales Professionals”. You can find the full Harvard Business Review article...

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Sales rep turnover
10 Sep 2015

Three Tips That Show How to Reduce Sales Force Turnover

Given the high cost of replacing a sales professional it never ceases to amaze me how little focus is placed on getting the hiring process right. A major ingredient in an effective hiring process is ensuring a solid “fit” between the employer and employee. To that end, here are three simple but proven tips that will show you how to reduce sales force turnover. Set...

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How to Hire the Right Sales Rep – It Starts With This Question
27 Aug 2015

How to Hire the Right Sales Rep – It Starts With This Question

At this point in my recruiting career I’ve lost count of the number of hiring managers (usually a Sales Manager) that I’ve worked with. Conservatively, the number is in the low hundreds. Despite that big number, I’ve yet to speak with a sales manager that was singularly focused on getting the most important hiring criteria right. What’s that criteria? Defining what the hardest part of the...

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How Social Media Can Cost You a Job (and it’s not what you think)
13 Aug 2015

How Social Media Can Cost You a Job (and it’s not what you think)

By now, most sales professionals know that an inappropriate Facebook post or f bombs posted on a personal Twitter account can cost them a job offer but did you know that there are several far less obvious (or obnoxious) mistakes on social media that can cost you a job? More and more employers won’t interview a candidate if they feel that the potential candidate doesn’t “get”...

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