Category: Hiring

Your Startup Won’t Scale Until You Fire Your Best Sales Rep – YOU!

When you’re the founder, prospects don’t buy your product, they buy you.You bring credibility, deep product knowledge, and unshakable belief. Your name on the door creates instant trust. That’s Founder Advantage in action. But those same strengths become constraints as you grow. You can’t scale yourself. Every deal still depends on your presence. Your process lives in your head. Others can’t replicate what isn’t written down. Your buyers trust you, ...

November 4, 2025

AI Can’t Fix a Broken Sales Process: Why Strategy Beats Technology

Key Takeaways AI amplifies whatever already exists. If your process is strong, AI makes it stronger. If it’s broken, AI exposes the cracks faster. You can’t automate what you haven’t defined. Without documented processes, AI has nothing structured to work with. Process before people. Build the system first, then hire people who can execute it with discipline. Use AI to scale discipline, not replace it. The best teams leverage AI ...

October 24, 2025

Be Proactive to Save Top Talent

How are The Great Resignation and Inflation connected? Ever since the pandemic, we’ve seen increases in prices when it comes to the food and housing market. Combine that with the highest ever rate of resignations and career switching ever in the history of US (In November 2021, 4,510,000 people quit compared to 3,084,200 in November 2019) and you get a huge surge in salary increases and the hottest job market ...

April 27, 2022

5 Steps to Hiring the Right Sales Person: Step 5

Step 5 – The Formal Offer You’ve spent the last couple of weeks narrowing the field from 100+ resumes to one final candidate. Now, it’s time to close the deal. You’ve come this far so we don’t want you fumbling the ball on the 2-yard line. Here are the steps I take to ensure I seal the deal. The Verbal Offer I call the candidate a day after the last ...

October 13, 2021

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. I like to run the candidate through a Sales Profile Assessment by Wiley & Sons, ...

October 13, 2021

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 is true in dating too!). As a result, I ask a series of behavior-based questions ...

October 13, 2021

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 phone. So, the candidate needs to be able to communicate in an efficient, articulate, and ...

October 13, 2021

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 have? Tell me about reps that didn’t work out Are there deal breakers such as ...

October 13, 2021