Candidates Blog2020-07-07T16:28:48-07:00

Candidates Blog

Tips for Sales Professionals – Interviewing, Resumes, LinkedIn, Job Searching, Negotiating, & more

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 [...]

March 2nd, 2017|Tags: |

Situational Interview Questions for Sales – Advanced Tip

In Sales Situational Interview Questions we cover the basics of how to use the SAR model (Situation, Action and Result) to answer situational interview questions. Should you find yourself interviewing for a life changing sales [...]

July 14th, 2016|

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 of this is the frequency [...]

May 12th, 2016|

Sales Resume Guide – 4 Things to Leave Off of Your Resume

Research shows that the average recruiter spends less than 6 seconds scanning a resume before making a “fit / no fit” decision. Six seconds! The takeaway from this research is clear. Avoid anything that makes [...]

April 21st, 2016|

Does Micromanaging Sales Reps Cause Turnover?

A common complaint I hear from sales professionals is how much they hate being micromanaged. It’s often a main driver compelling them to look for a new sales job. It seems intuitive that micromanaging sales [...]

March 24th, 2016|

One Trait ALL Top Sales Reps Possess

I’ve read article after article written by “experts” that promote the ONE question they ask or the ONE trait top sales reps possess that will ensure hiring success. Many of these approaches do correlate with [...]

February 4th, 2016|

Sales Career Mistakes – 3 Big Preventable Ones

Almost all professionals’ careers are full of solid choices and regrettable mistakes. Just how successful your career will end up will be a function of hard work, luck and learning from mistakes. Fortunately, the wise [...]

January 28th, 2016|

Lance Armstrong – Career Management Lessons

This past Friday Lance Armstrong appeared before 300 fellow entrepreneurs and myself for a one hour, no-holds barred Q&A. Earlier that day, about 15 of us had the opportunity to join him for an early [...]

October 15th, 2015|

How to Leave a Fantastic Interview First Impression (HBR Research)

The January 2015 Harvard Business Review article - Managing Yourself - A Second Chance to Make the Right Impression - shares the science and the thought processes that go into how first impressions are made. [...]

October 1st, 2015|

Three Tips That Show How to Reduce Sales Force Turnover

Given the high cost of replacing a sales professional it never ceases to amaze me how little focus is placed on getting the hiring process right. A major ingredient in an effective hiring process is [...]

September 10th, 2015|

The Most Important Part of an Effective Sales Presentation

Despite hours of preparation I often find myself feeling anxious the day before a big presentation.  Did I include the right information? Should I take out slide 7? Is my message on point? I know this [...]

September 3rd, 2015|

Does a College GPA Matter in Sales?

In Glassdoor’s Annual “Employee’s Choice Awards 2015” Google came out as the #1 Best Place to Work in the U.S for employers with 5,000+ employees. Because of this, Google finds itself in the driver’s seat when [...]

July 30th, 2015|

Do College Degrees Matter in Sales?

The subject of whether having a college degree is correlated with success in B2B is a hotly debated topic.  Unfortunately, there is a lack of reliable data to settle the question.  What isn’t lacking is [...]

July 16th, 2015|

Cover Letters – 3 Reasons They are Dead and the 1 Exception to That Rule

A recent email I received from a job applicant prompted me to write this post.  In this email, the job applicant wrote “I applied to a job but it appears that my cover letter didn’t [...]

May 21st, 2015|

Floyd Mayweather Can Teach You About Career Management

Let me begin by sharing that I flatly reject Floyd’s treatment of women.  He has shown abhorrent behavior which should have put him behind bars.  But this blog isn’t about Floyd the human, it’s about [...]

May 14th, 2015|

5 Ways to Determine if a Recruiter Has Your Best Interests in Mind

I believe that every sales professional’s worst nightmare is ending up a mis-hire.  That fear prevents many from even listening to a recruiter.  Rather than miss out on a career changing position, I’d like to [...]

April 30th, 2015|

You’re Really Asking Me For My W-2’s?

As a rule, we ask candidates for their w-2s.  Without question, this is the request we receive the most pushback from candidates on.  If we were recruiting for roles outside of sales, I would agree [...]

April 23rd, 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 [...]

February 19th, 2015|

Perfecting Your LinkedIn Brand to Hire, Get Hired or Sell More (Part 2)

This week’s blog will wrap up our 2 part series on LinkedIn Branding.  In Part 1 I shared 5 Goals for your LinkedIn Profile or Company Page.  In Part 2 below, I’ll delve into how [...]

January 15th, 2015|

How to Use LinkedIn to Hire, Get Hired or Sell More (Part 1)

With the New Year upon us it’s time to get to work on our resolutions.  According to most polls the top 2 resolutions are to get in shape and get a new job.  To that [...]

January 8th, 2015|

The #1 Reason Why Candidates Get Rejected in a Sales Interview (and What to do About It)

Having conducted literally thousands of interview debriefs with hiring managers, I can confidently say that there is a #1 reason why interviewees get passed on.  They simply talk too much.  This is sales 101 stuff, [...]

November 20th, 2014|

How (and Why) to Use a Brag Book During a Sales Interview

If a sales opportunity is good enough to interview for, it’s good enough to put in the proper effort to win the position. Separating yourself from your competition during the interview process has multiple steps [...]

November 13th, 2014|

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Career Tips for Sales Leaders & Professionals


My name is Chris Carlson and I’m the founder and President of Sales Talent. This blog grew out of my desire to document and share what I’ve learned in my two plus decades of sales recruiting and leading Sales Talent.

We post a new blog once a quarter on the 3rd Thursday of every January, April, July and Oct. These posts are aimed at sales professionals and leaders that speaks to talent selection, team building, or career advancement. If you have a topic that you’d like my take on, please reach out to me.

You can find Chris Carlson on LinkedIn or contact him directly at:
[email protected].