Peak Sales Recruiting

The Vice President of Sales is the hottest seat in any company, and one that turns over most often. When a company hires a new VP Sales, he or she is more than likely taking over a sales function that has been underperforming and there is a usually a mandate to turn things around as [...]

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 [...]

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, [...]

We are responding to a question from one of our readers: We are an early stage, growth oriented company where performance is critical. I share our sales numbers with the whole company as part of monthly updates. Do you think it helps or hurts to share details on how each individual rep performed against quota? [...]

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 [...]

On many occasions Peak’s customers has been asked us to provide a template for defining the role of the Vice President of Sales. While every company has a different sales mandate and priorities, at the core the VP Sales is responsible for revenues and the execution of the company’s sales plan. We tend to prefer job [...]

As the NBA Championship Finals progressed, and Miami’s dream team slowly succumbed to Dallas, we kept hearing the saying that a team of 5 always beats a team of 3. I don’t follow basketball closely, but last year when Lebron James made a big deal about signing with the Heat, it caught my attention. To publicly proclaim [...]

Recruiting great sales talent is a critical part building high performance sales teams, but not the only part. Great sales people don’t just happen on their own. They need to be led, developed and set up to succeed. In the book, “First, Break All The Rules ‘What The World’s Greatest Managers Do Differently”, authors, Marcus [...]

Good post by Lee B Salz on the perils of recruiting sales people from the competition. In our experience looking only to the competition is a great way to limit the pool of eligible candidates and guarantee you will have to pay a premium to pry someone free (see Hire Sales Performers Using Your Selling [...]