Predictable Sales Hiring Blog


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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4 Ways a Sales Playbook Improves Sales Hiring Success
03 Nov 2016

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 certain sales operation and sales recruiting process. One simple, albeit time-consuming to build tool can help bring you both – a Sales Playbook. If your company hasn’t built an effective sales playbook, you might not ready...

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3 Ways to Get Noticed by Sales Recruiters
20 Oct 2016

3 Ways to Get Noticed by Sales Recruiters

If you ask the average sales recruiter what the number one problem they face each day, their answer will invariably revolve around one thing. Noise. We simply have too much of everything we don’t want (e-mails, resumes, meetings, etc.) and too little of what we do (talented sales professionals that fit our clients). So how do you rise above that noise to get noticed by...

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4 Overrated Sales Hiring Traits
22 Sep 2016

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 to success is height with basketball. Staying with this idea, when a sales manager is looking for a specific trait in a sales professional, such as image, they are doing it with the idea that...

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How to Climb the Sales Ladder (6 Tips)
06 Sep 2016

How to Climb the Sales Ladder (6 Tips)

I believe that most sales professionals get into our profession looking for challenge and the opportunity to move up. As a group, we’re hard-wired to seek “bigger” and “better”. Having interviewed tens of thousands of sales professionals I can tell you with certainty that it’s an incredibly rare person that sustains an upward career trajectory AND enjoys the work each step of the way. In...

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Does Talent or Fit Matter More When Hiring Sales Professionals?
25 Aug 2016

Does Talent or Fit Matter More When Hiring Sales Professionals?

It’s not uncommon for Sales Managers to narrow down their field of potential sales hires to a choice between one candidate that “fits” better and one that rates as more talented. This begs a question. With talent or fit, what matters more when hiring sales professionals? Having personally placed over 175 sales professionals with the same client over a 10 year period, I have a...

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3 Questions to Ask Before Deciding on a Job Offer
28 Jul 2016

3 Questions to Ask Before Deciding on a Job Offer

Over my recruiting career I have observed that most sales professionals do a poor job of evaluating an opportunity before deciding to accept (or reject) a job offer. I’ve also learned that it’s far easier to achieve success by picking the right sales job than by grinding out sales at a job that doesn’t quite fit. As much as we’d like to believe that employers...

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