Peak Sales Recruiting

Most people don’t like to hear other people say “no,” but in sales it happens all the time. Does the ability to handle rejection have a direct relationship to sales performance? Absolutely! Insensitivity to rejection is one of the most critical attributes of highly successful sales reps. To continue reading this post, click here >>

Companies often ask us whether they should give up on a rep that is not performing. It is always cheaper to keep someone and turn them around rather than replacing them so the answer usually depends on how long they have been underperforming. If they have been missing their sales quota for too long, it [...]

For many companies, the sales hiring process focuses on experience. Candidates are considered in the context of whether they have sold the right products or worked for certain companies. This approach is flawed because it limits the pool of eligible candidates and, in turn, the likelihood of finding reliable performers. Focusing on personality traits, behavioral [...]

Was speaking to a hiring manager last week who described an interesting set of conflicting references on a prospective hire. The company sells large hardware deals with long sales cycles. The rep is an accomplished sales professional, having achieved targets in most of his previous quarters. One of the rep’s former managers described the rep [...]

Good blog post by sales author Lee Salz on his personal experiences interviewing for a VP position and what to ask a potential VP Sales candidate…. He talks about the bottom line questions that CEO’s like to ask – “So, how much revenue can you drive for us this year?” and why you should be [...]

Our friend Brian Jeffrey, President of Salesforce Assessments, recently sent out this articles on hiring superior sales people and we thought you would be interested in reading it as well. ================ Nobody deliberately sets out to hire salespeople who can’t or won’t perform. But it happens, and it happens more that you might expect. In [...]

Jim Collins (Good to Great) on hiring key team members at EO Network TV…He says the right people 1. share your core values 2. do not need to be tightly managed 3. do what they say they will do 4. understand they have responsibilities 5. have window and mirror maturity (take accountability for failures and [...]

The trend towards reducing corporate overhead and budgets has been going on for the better part of a year now. While sales headcount may be least affected, in a lot of cases there are less resources available for the recruiting effort and the assessment process is streamlined – this creates a couple of challenges for [...]

You need to hire sales people and you like the fact that these days more candidates are applying for your jobs, but the ones you want are the ones that are still employed elsewhere and they may not be inclined to move. In fact, sales candidates are generally reluctant to move in this economy – [...]

Received this email from our friend Brian Jeffrey at Salesforce Assessments. To say that we are living in interesting times is quite an understatement. The face of selling is changing as are the people who are doing it. As more and more people lose their jobs, you are going to be inundated with applicants who [...]