Predictable Sales Hiring Blog


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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Smart Questions to Ask at the End of a Sales Interview
01 Jun 2017

Smart Questions to Ask at the End of a Sales Interview

At the end of an interview, most interviewers expect A players to ask thoughtful, smart questions. Rightly or wrongly, we have multiple examples of employers passing on otherwise strong sales professionals that didn’t come to the interview prepared to ask thoughtful questions. These candidates were perceived to lack preparation, discernment and/or interest in their company. This leads us to another question. What are examples of...

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Can a 90 Day Business Plan Ruin a Sales Interview Process?
04 May 2017

Can a 90 Day Business Plan Ruin a Sales Interview Process?

Recently,  a client of ours was struggling to decide between two finalists for a critical sales role. To break this tie, they asked each candidate to put together a 90-day business plan as their last step in the interview process. Only time will tell if this process produced a favorable result.  Personally, I’ve never been a fan of using business plans as criteria in sales...

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5 Reasons Companies Can’t Hire Top Sales Talent
06 Apr 2017

5 Reasons Companies Can’t Hire Top Sales Talent

The average company takes, well, an average approach to recruiting sales professionals. If your goal is to hire elite, top 10% sales performers, an average recruiting approach will fall short. After all, there is nothing average about the behavior or thought processes of top 10% sales professionals. Companies tend to fall into two camps with regards to their effectiveness in attracting and hiring the top...

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Can You Answer This Sales Interview Question?
02 Mar 2017

Can You Answer This Sales Interview Question?

The B2B sales landscape is dramatically more complex than it was even 5 years ago. Buyers are better informed and more sophisticated requiring sales professionals to change their sales approach. Interestingly, sales interview processes haven’t kept up with this reality. That’s changing. More and more, we see hiring managers ask some variation of the following sales interview question. “Can you explain to me your plan...

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How the Movie Sully Improved Our Sales Interview Process
02 Feb 2017

How the Movie Sully Improved Our Sales Interview Process

I recently saw the movie Sully which is based on the successful July 2009 emergency landing of US Airways Flight 1549. After multiple bird strikes, the aircraft lost power in both engines at low altitude, leaving Captain Chelsey “Sully” Sullenberger with precious little time and close to zero odds of survival. Tom Hanks and Director Clint Eastwood brilliantly portrayed how one man faced up to...

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2017 Sales Hiring Forecast
05 Jan 2017

2017 Sales Hiring Forecast

At the start of each calendar year, I look to CareerBuilder, Manpower and Linkedin’s hiring forecasts to project sales hiring for the year ahead. For 2017, I reviewed those resources and a few more with the hopes of forming a more complete view on the sales hiring forecast for 2017. Read on to learn my 4 takeaways including the one takeaway that should have employers concerned...

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What We Look for in a Sales Rep
15 Dec 2016

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 to sales reps’ claims. This combination has caused wholesale changes in the B2B sales landscape that has dramatically impacted how we sell. Although most companies have woken up to these changes; many companies still look...

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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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Can Mountain Biking Teach You How to Sell?
17 Nov 2016

Can Mountain Biking Teach You How to Sell?

(from left, Simon Lawton, Andrew Carges and author – Duthie Hill Park) Early this fall, my friend Andrew Carges and I spent a day with Simon Lawton (the owner and chief instructor of Fluidride) to work on our mountain bike skills. Simon spent 16 years as a professional rider and today teaches advanced riding techniques to current pros and average Joes, like Andrew and I....

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