Peak Sales Recruiting

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 [...]

In most companies, when it comes to sales hiring, the Human Resource group finds candidates while the sales organization makes the hire. To build successful sales teams, obviously the sales and HR departments must work closely together, but in the majority of organizations, only one of these two departments is measured on the success of [...]

We know we sound like a broken record on the evolution of sales. Selling is not the same as it used to be. Just 20 years ago, golf memberships, long lunches and snazzy promotions had a huge influence on customer decisions and Herb Tarlek’s character on WKRP in Cincinnati was a funny depiction of the [...]

The pool of top sales professionals who want to join a company that doesn’t look “high performance” is about as small as the market for buggy whips. Small. When it comes to hiring, the better your company looks, the more interest it will attract from job seekers, which means you have to go beyond the [...]

This is an adapted from the book Sales Recruiting 2.0 – How to Hire Top Performing Sales People, Fast Is there any better icon of a winning culture than the New York Yankees? Each year they field a team expected to win it all and if they don’t get to the World Series, their fans [...]

A colleague sent me this speech on winning by Vince Lombardi. It is so good, I had to post the whole thing. If you set this example it will infect the culture of your sales and influence your reps to be excellent themselves. Just brilliant. Winning is not a sometimes thing; it’s an all the [...]

We have spent our whole lives working with great salespeople and studying the traits of top sellers. We describe the Sales Superstars in terms of their sales DNA and these are the types we find for our customers. What defines a Sales Superstar? The specifics depend on the role, selling environment and company culture, with [...]

We answered this question on LinkedIn What are the key strengths/skills to look for in a great enterprise salesperson; someone who can swing $100,000+ deals? Peak Response: Great question. Every company will have a slightly different set of requirements based on the unique selling environment, company culture, and whether this is an Account Manager (farmer) [...]

A surprisingly high number of sales people aren’t well prepared when they attend job interviews, perhaps because they don’t do it that often, but when you see one who makes a great presentation, it should give you some insight into how they will prepare for customer meetings. While this is not always the case – [...]

Consistently delivering sales targets is the primary mission of any Sales Manager and if you are like the best, you work hard to build a high performance culture, while keeping morale high. There are times however, when, the drive to succeed unwittingly backfires and create an unproductive environment for sales. If you see your sales [...]