Category Archives: Sales Hiring & Recruiting Articles

Sales force sizing is an integral aspect of a best-in-class sales team. Optimized headcount maximizes revenue while limiting inefficiencies within the sales organization. However, this important process doesn’t occur in a vacuum. Executive teams usually choose to expand and scale their sales teams when they’re responding to or anticipating a significant shift, such as major

When entering a new market, the right sized salesforce will make or break whether the go-to-market strategy is effectively executed. Hiring too many reps drains resources and limits the success of salespeople by over saturating the market. Not enough ‘feet-on-the-street’ means that a company will lag compared to its competitors, failing to grow during its pivotal

Failing to sign the top candidate is a reality every sales leader is likely to face at some point in their career. But understanding why a candidate has chosen to forgo a position at your company can provide critical intel that impacts how you approach future hiring efforts. This article offers best practices for extracting

To execute your hiring strategy and achieve your sales targets, you need the right sales talent. Here are 14 strategies you can use to ensure you hire the right salespeople for your company. There is a robust business need for objective sales hiring. Creating strategies to hire salespeople who will hit quota and deliver revenue

The evolution of B2B sales is a fascinating phenomena and one of my favourite topics. There’s a great article here by Frank Cespedes and Tiffani Bova that discusses the evolving nature of sales and the continuing importance of salespeople in the context of successful B2B companies – contrary to the popular notion that sales is a dying profession. They’ve