We have said it many times. The world’s second oldest profession has changed more in the last fifteen years than it has through all of time. Dan Pink’s latest book, To Sell Is Human: The Surprising Truth About Moving Others, covers this evolution and if you love selling as much as we do, you will love this [...]
10 Ways to Expand Your Sales Candidate Flow (VP of Sales/CEO – Sales Recruiting Cheat Sheet Series – Topic 1)
One of the biggest challenges faced by hiring managers and sales leaders looking to hire is how to get exposure to top sales talent. Creating more candidate flow won’t necessary get the right person to show up at your door, but the more people you are exposed to certainly increases the chances that you will [...]
Kick-a$$ Recruiting Strategy – Cheat Sheet VP of Sales
In the weeks to come we are going to address the various questions that a VP of Sales or CEO are faced with as they are looking at developing a kick-a$$, bullet-proof sales recruiting process. These strategies will apply whether you are a VP Sales/CEO of a enterprise or a small company. The topics we will [...]
The Three Minute Sales Interview
We wrote about the One Minute Sales Interview and we wanted to follow on with what to do when you have a little more, but not much more, time. Let’s say you are called in to interview a sales candidate and have little time to prepare. What can you ask to get a sense of [...]
The One Minute Sales Interview (Requires 25 Seconds to Read)
We know what ABC stands for in sales, but what about ABR? …Always Be Recruiting. It is a mantra of successful sales leaders. Always be on the lookout for great talent. Whether you are at a networking event or a social event, you will run into people that could help your sales team. So how [...]
The Importance of Reference Checks in Sales Hiring
Never underestimate what you can learn from checking the references of someone you are thinking about hiring and never get so enamoured by a prospective hire that you don’t bother to make reference checks part of your hiring process. Here are some of the most insightful things we have learned from years of checking sales [...]
5 Things the CFO Needs to Know About Sales Compensation Plans
Removed from the sales effort in the trenches, the CFO is not always in a great position to understand the impact of the sales compensation plan on the behavior of the sales force. Since it is the CFO’s role to help the company to be successful from a business and financial perspective, it follows that [...]
Gamify your Sales Effort
Nothing in life is as much fun as having fun and that is why its alway great to try and turn work into a game. Sales competitions are powerful motivators because they bring out the competitive sprit in sales people and encourage sales team members to have fun while they are working hard. Put some fun [...]
Helping Heroes Update 2013
In 2011 we set up a fund called Helping-Heroes to help single mothers in third world countries start or grow their businesses (..seriously, what could be tougher than being a single mom, running a business in a third world country???!). Since starting the fund, we have made investments in businesses which range from farming and [...]
2013 Sales Hiring Outlook
As we look at the forecast for sales hiring this year, perhaps more than ever before, the context is chaotic. On the one hand, the media is rampant with doom and gloom economic stories and talk of the fiscal cliff and on the other hand, there are many signs that indicate a slowly improving economy. [...]
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