Predictable Sales Hiring Blog


When Should You Accept a Counteroffer?
09 Apr 2015

When Should You Accept a Counteroffer?

As the job market has been heating up we’ve been seeing more counteroffers from our candidates’ current employers. In fact, I’m seeing more counter offers than at any other time in my professional recruiting career. Given the high cost of losing a top sales performer, it can definitely make sense for employers to use any means at their disposal to retain them. But what about...

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The 5 Rules for an Effective Hiring Process
02 Apr 2015

The 5 Rules for an Effective Hiring Process

Every effective process has rules to live (and die) by.  Below are 5 Rules to follow that ensure a much higher probability of successfully building an elite sales team. Rule #1 – You Must Have a Hiring Profile. Companies with high performing hiring processes examine their top performers and failures to uncover what traits and backgrounds excel (and fail) in their environment.  From this base of...

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How to Negotiate a Job Offer
26 Mar 2015

How to Negotiate a Job Offer

Negotiating a Job Offer can be the most tense part of a job search.  Having watched the process unfold literally hundreds of times I wanted to share a few tips to help you achieve the best possible outcome. Be Likeable The offer stage is a critical step in your new career.  It’s the point where your future boss is shifting their focus.  No longer are...

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Is Following Your Gut a Mistake?
19 Mar 2015

Is Following Your Gut a Mistake?

Before we answer this question; it’s extremely important to understand what your decision making “gut” is.  Jonah Lehrer, in “How We Decide”, does a brilliant job of sharing the latest science on how we makes decisions.  Without rehashing his entire book, I do want to share some of the research that explains a few of the shortcomings (and strengths) of the human decision making process....

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Personality Testing – Hype or The Answer?
12 Mar 2015

Personality Testing – Hype or The Answer?

  In my previous blog – How to Hire Sales Reps that Will Use your CRM, I steered my readers towards using personality testing as a tool to help identify those sales reps that have a higher likelihood of using your CRM system.  Done right, you can use these tools to screen for a long list of other skills or behaviors. Done wrong, personality tests can create...

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How to Hire Sales Reps That Will Use Your CRM
05 Mar 2015

How to Hire Sales Reps That Will Use Your CRM

The benefits of a robust CRM system are undisputed:  reporting, customer insights, consistent messaging, analytics, etc.  And yet, investing in a CRM system makes little sense if your sales reps won’t use it.  Trash in, trash out.  So how do you hire sales reps that will correctly and consistently use your system? A seemingly easy to answer question until you consider that, in my experience,...

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Talent Lessons From the World Series of Poker
26 Feb 2015

Talent Lessons From the World Series of Poker

A few years ago I had the opportunity to meet Annie Duke, who was the first woman to win the World Series of Poker Tournament of Champions, at a group presentation sponsored by Entrepreneur’s Organization (EO).  It turned out that her presentation wasn’t about gambling but on proper decision making or “Decision Science” as she calls it. Before I share her presentation I’d like to give...

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Starting Your Search for a New Sales Position? Here’s 6 Must Dos.
19 Feb 2015

Starting Your Search for a New Sales Position? Here’s 6 Must Dos.

Perhaps you’re considering following through on your New Year’s Resolution to find a new, better sales position.  Before you jump in, heed the 2nd habit from Stephen Covey’s 7 Habits and “Begin with the end in mind.”  Or to steal a line from my favorite Quarterback, Russell Wilson, “the separation is in the preparation.” Below is my list of 6 Must Dos every sales professional...

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Resumes – How to Spot Lies
12 Feb 2015

Resumes – How to Spot Lies

Recently, it has come to light that NBC Nightly News Anchor Brian Williams had “lied” in his account of a helicopter ride he had taken while covering a conflict in the Middle East in 2003.  On multiple occasions, he had claimed that enemy rockets had been fired at and narrowly missed the helicopter he was riding in.  His explanation for the blatant exaggeration?  In his...

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