What We Look for in a Sales Rep
Over the past decade, buyers have become increasingly sophisticated and better informed. Along with these changes we have seen an exponential increase in marketing noise that has desensitized these buyers …
Tips to Hire Sales Professionals – Attracting, Recruiting, & Retaining Top Sales Professionals
Over the past decade, buyers have become increasingly sophisticated and better informed. Along with these changes we have seen an exponential increase in marketing noise that has desensitized these buyers …
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 …
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 …
When I first got into sales recruiting 20 years ago, I created a formula for the sales hiring traits I looked for in sales reps. I called my formula the …
Before we discuss our list of 4 overrated sales hiring traits, it’s important to talk about the concept of correlation. An obvious example of a trait with a positive correlation …
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 …
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 …
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 …
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 …
One of the biggest differences between the 35 year old and 45 year old version of myself is the ability to execute on difficult, long-range projects. Being an instant gratification …