Peak Sales Recruiting

Next month, we will be publishing a new guide entitled The First 90 Days – How to Get Your New Sales Hires Producing, Fast. Here is a teaser from the introduction. Most companies take months or even years to determine whether a new hire is successful, but often all the evidence to indicate whether a [...]

I read somewhere that only two thirds of sales teams set sales quotas which is generally consistent with my experience. That means about a third of companies are not setting sales quota’s for their reps – and here’s why that is a recipe for failure. People tend to do what is asked of them. If [...]

You need your new sales reps selling fast, and you need a comprehensive program to ensure that happens. On-boarding provides the means to equip new hires with the knowledge and skills they need to succeed within your organization, ensuring they fall in with the rest of your team as quickly as possible. It’s the foundation [...]

Have you ever gone on a date without combing your hair, taking a shower or wearing clean clothes? You probably wouldn’t expect to be asked on a second date, yet many companies court sales hires as if appearances don’t matter. Top performing sales people are very picky about which employers they will work for, because [...]

One thing that separates winners and losers: attitude. It doesn’t matter whether it is sports, business or life. People succeed in spite of odds because they decide they want to be successful and will be successful. People begin to become successful the minute they decide to be. — Harvey Mackay Next time one of your [...]

Twitter has only been around since 2006, but already it has over 200 million users. Despite the enormous adoption of Twitter, many sales managers tell me that it is a time waster. And let’s be honest. What’s the point of trying to make sense of a stream of consciousness containing updates like the latest celebrity [...]

Now more than ever before, successful sales hiring is absolutely critical to sales success. When so few hiring managers are trained to conduct sales interviews, it is no surprise that failure rates are as high as 70% on some teams. Here are 20 sales interviewing mistakes to avoid: No structure or preset agenda for the interview [...]

If you are like most sales managers at this time of year you have a few sales reps who are falling behind in their numbers. You are optimistic that the fall will mean a bounce-back but you don’t want to carry dead weight on your team either. While successful sales hiring is matter of science, [...]

Candidate assessments and tests can be useful tools in the sales hiring process, but there are literally thousands of tests available for evaluating candidates and it can be confusing to know which one to use and when. Worse yet, many tests are either ill conceived and provide inaccurate assessments or are applied incorrectly and provide [...]

How many times have you decided you needed to add sales reps to your team or make some changes and gone to your recruiting function only to find that there is no one you could hire immediately? While your company receives job applications all the time, these are usually from unemployed people who didn’t cut [...]