Category: Hiring

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 ...

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 ensure that you have the tools needed to make sure you’re placing the right bet ...

There are few things as frustrating to me then when I discover a new client, who’s hired me to come in figure out why they are missing their revenue targets, has mis-hired. This is because most of my clients are small privately-owned startups that have either taken VC money or are bootstrapping, and regardless of how they are financing their startup, they can’t afford to waste the limited financial resources ...

Sales leaders and founders, are you sure you can identify the type of sales role your candidate is best suited for and will be most successful at? 2 to 3 times a month someone I know will come to me and say, “Hey, I’ve got a friend looking to find a new sale job, would you mind talking to her to see if you can help.” To which I always ...

You were happy with your sales team. Most of your reps were hitting at least 62% of quota. They loved working for you and the company. Who wouldn’t? Free lunch on Fridays, beer in the fridge, and you weren’t really holding them accountable to performance metrics. Life and the economy were good; until they weren’t. As you are finding out, what worked then, won’t work now and this might include ...