Category: Sales Leadership

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, ...

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 ...

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 ...

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 ...