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 …
Chris Carlson
5 min read
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 …
Chris Carlson
3 min read
3 Undervalued Sales Hiring Traits
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 …
Chris Carlson
4 Overrated Sales Hiring Traits
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 …
Chris Carlson
5 min read
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 …
Chris Carlson
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 …
Chris Carlson
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 …
Chris Carlson
4 Sales Recruiting Tips to Hire Top Sales Performers
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 years …
Chris Carlson
How to Execute and Finish Brutal Projects
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 …
Chris Carlson
Bay Area Sales Recruiting – 4 Keys to Succeeding in an Impossible Environment
Bay Area sales recruiting has always been more challenging than all other metros in the U.S. and in our experience, the world. There are a number of reasons for this: …
Chris Carlson
