Category Archives: Sales Hiring & Recruiting Articles

Achieving big sales is no easy feat and doing it consistently is rare. A significant piece of the sales management success recipe and one of the most challenging aspects of driving superior sales results is hiring the the right sales people. We extracted what the top sales experts had to say on sales hiring and building a

If you haven’t built a team of highly qualified and skilled sales professionals, don’t waste your time and money investing in sales processes, training, compensation plans, technology, marketing support, or strong products and services. Depending on the industry, somewhere between 20 and 33 percent of salespeople aren’t capable of being successful at their jobs. It’s

The key to writing a great Sales Manager job description: articulate specific performance objectives and highlight how a candidate will advance their career at your organization.  High performing sales managers are gainfully driving revenue for their employers and not perusing job ads. So if you need to hire one, you are going to have to

Cultivating the right internal culture is an afterthought for many organizations and yet culture plays an enormous role in business success. What is Culture? A company’s “corporate culture” can be thought of as the general norms, traditions and assumptions that govern employee perceptions, thoughts and behaviours at work. The term “corporate culture” came into vogue

One of the biggest shifts in selling approaches occurred in the mid-1980s when Mike Bosworth, formerly of Xerox Computer Services, popularized “Solution Sales.” Bosworth championed the idea of selling “expert to non-expert”, in which salespeople proactively uncover a customer’s business requirements and position offerings as a ‘solution’ to these business needs rather than simply waiting for purchase requests.