Retention


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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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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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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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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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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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 Build a Winning Culture (Lessons From My Visit with the Seattle Seahawks)
06 Aug 2015

How to Build a Winning Culture (Lessons From My Visit with the Seattle Seahawks)

(It’s not every day you get to stand next to a Lombari Trophy.) This past June I found myself in the enviable position of meeting Tom Cable, the Assistant Head Coach of the Seattle Seahawks. Tom gave the Seattle chapter of EO (Entrepreneurial Organization) a private tour of the Seattle Seahawks facilities that culminated in a presentation/discussion about the Seahawks’ way and how to build...

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Tempted by money
25 Jun 2015

The Pitfalls of Hiring Sales Reps Quickly

Every day I speak with irritated Sales and HR Leaders. By far their two biggest frustrations are: 1. Quality (“The reps we’re interviewing and hiring just aren’t the caliber that I expect”) and 2. Speed (“We need to hire people yesterday”). In today’s world, everyone wants it done faster, but there’s a danger in hiring sales reps quickly. In fact, we’ve noticed that many of the...

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