Sales Management Career Tips


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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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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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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