Peak Sales Recruiting

It’s easy to like someone based on good looks and personality.  A professional with impressive credentials may seem like a great hire.  But, do either of these single qualities translate into an exceptional sales person? What really is in play is the “halo effect”; the belief that one good trait means that all traits are [...]

How would you feel if you found out one of your employees lied during an interview? What if it was just a small inconsequential white lie? Is it ok to lie during a job interview? Most will say “no”. But what about the occasional white lie? Is that ok? A few white lies during the [...]

John Warrilow, Author of Built to Sell, talks about the business impact of selecting top performing sales reps and the value of a competitive nature in sales performance. While competitiveness is a characteristic of many top performers, a competitive nature can be disruptive, particularly if that nature manifests itself in confrontation. We prefer to see [...]

There is always a large pool of sales people actively searching for work (we call these Active Candidates) and some of the applicants to any open sales position just want a job – any job. These people are casting a VERY wide net, and will take whatever happens to wander into that net. They are [...]

Good post by Bruce Chesebrough in Forbes Magazine on three ways to identify top sales talent. As we have written about before (Top Ten Sales Hiring Mistakes) he attributes the majority of sales hiring failures to lack of structure in the interview process, decisions based on gut and poor on-boarding, while suggesting pre-interview testing, a [...]

Good post over at Data Dome about top sales hiring mistakes and how experience is not the only thing that matters. We absolutely agree and while experience is absolutely important, it is only in so much as it is both relevant to the unique selling environment the person will need to succeed in and if [...]

Finding salespeople who will perform exceptionally well is a big challenge for many sales organizations. When dealing with sales people who are trained at selling themselves, it can be tough enough simply knowing who to speak with so it can be extremely valuable to have a method of quickly deciding who is worth your time [...]

We are often asked whether it is better to arrange a series of sales interviews back to back or interview new candidates as they become available. The answer is simple. If you have the luxury of having multiple candidates for an open position, meet them all sequentially over the course of a few hours. The [...]

We receive a lot of resumes from job seekers via a career form on our website, and without fail, at least once a week someone looking for a job puts their name and number into the form on our web site which is meant to capture information from employers that need to hire. The form [...]

Our clients rely on us to find all sorts of sales professionals from sales support to reps and managers, to executives and sales VP’s, and a significant portion of the positions we work on are the hard to find top producing and reliable hunters. Reps who are able to develop territories will make or break [...]