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 [...]

This morning I had breakfast with friend and President and CEO of Stratford Managers, Jim Roche. They are a progressive group, helping companies achieve growth and profitability through a mix of consulting and acting executive engagements. They are a sales savvy bunch as well. In a recent blog post, When It’s Time To Rebuild Your [...]

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 [...]

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 [...]

Companies that aren’t serious about hiring sales people don’t succeed. It’s that simple. You can’t train a farmer to be a hunter. You can’t train someone suited to transactional sales to sell complex solutions. You can’t entice someone that isn’t self motivated to be highly successful. Dave Anderson agrees and shares this perspective in 5 [...]

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 [...]

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 [...]

More and more these days Four Sales Trends that Affect Sales Hiring we are hearing that companies ask for solution sales and it is obvious there is a ton of confusion. According to wikipedia. Solution selling is a sales methodology. Rather than just promoting an existing product, the salesperson focuses on the customer’s pain(s) and addresses [...]

Many companies have a undisciplined approach to sales hiring: the approach changes depending on the urgency of the hire, the availability of candidates and the mood of the hiring team. It is no surprise that no more 50% of sales people meet targets in most sectors. Look around and you will see a direct correlation [...]