5 Steps to Hiring the Right Sales Person: Step 4

Step 4 – Assess and Educate Them After doing the Behavioral-based interview, you should have a good idea what makes your candidate tick. Now is when I like to run them through some sort of assessment to see if they have the same competencies as other successful sales reps. who are doing the job today. […]

5 Steps to Hiring the Right Sales Person: Step 3

Step 3 – The Formal Behavioral-Based Interview The candidate has made it through the resume review and the phone screen, now it’s time to meet them in person or virtually and learn more. Introduction I’ve been using a behavioral-base interview for many years. I believe the best predictor of future behavior is past behavior (this […]

5 Steps to Hiring the Right Sales Person: Step 2

Step 2 – The Phone Screen In Part 1 I reviewed how I attract and select candidates to move onto the next step, the phone screen. Now it’s time to meet the candidate. If they pass the resume review, I do a 30-minute phone screen, NOT Zoom meeting.. All sales jobs require you to be effective on the […]

5 Steps to Hiring the Right Sales Person: Step 1

Step 1 – The Job Description and Resume Review The first step, when I go in search of a sales candidate for a client, is to help my client put together a hiring profile of the ideal candidate. I ask my clients the following questions: What traits do the most successful current or former employees […]

5 Steps to Hiring the BEST Salesperson

I’ve written a series of blog posts to help you attract, screen, interview, and hire the best sales rep you can find on the market. I’m going to share successful strategies I’ve learned, developed, and implemented, in several companies over the past 20 years. Hiring the wrong sales representative is costly. I want to help […]

Sales Acceleration Group blog was recognized as one of the top 50 Sales Blogs

The Sales Acceleration Group blog was recently recognized among the 2021 Top Sales & Marketing Blogs featured on Top Sales World! Congratulations to my fellow contributors in the “Top 50”. I invite you to review all of my blog posts. “Top 10” Article of the month from Top Sales World I was also honored to […]

The Earning Curve Panel Speaking Series: Understanding Your Professional Sales Types and Why That Matters

On 8/31, I led a panel discussing why defining sales roles in your hiring process can mean the difference between success and failure of your sales team and company.

Get Out of Your Bubble

Earlier this month I had the opportunity to travel to Bucharest, Romania to visit a client I’ve been working with for 6 months. I didn’t have expectations beyond strengthening the relationship with my client, by spending time together, and wanting to better understand the country and culture. Since I set the bar fairly low the […]