Category Archives: Sales Hiring & Recruiting Articles

I answered the following question over on clarity.fm: What do (bootstrapped) startups offer to new sales hires? Commission only? Here I reiterate and expand upon my answer. Having spent the last 25 years launching my own companies and working with start-ups, I understand the pressure to hire sales people that can accelerate the acquisition of customers

Peak Sales Recruiting is often asked by customers to provide input on sales job descriptions. One of the most important roles on a sales team is the Account Executive, which across various companies and sectors is known by other names such as AE, Account Exec, Sales Hunter, or New Business Development Manager. While the role

Often times employers will approach Peak with a desire to hire sales people with very specific sales experience, who in theory will leverage this experience to produce superior sales. The approach makes a sense in theory and would be a convenient way to identify superior sales people but hiring based on experience seldom works in

Often prospective employers will call us seeking to hire a candidate that has a “solid book of business”, or a list of former and/or current clients in which the candidate has key contacts. As the thinking goes, this will allow the rep to quickly generate considerable sales upon joining the new employer. I like the

This year, sales training company Miller Heiman, published Best Practices in Sales Management: A Resource Guide for Sales Managers. In the guide, Miller Heiman shares its three keys to getting sales hiring right and looks at common missteps in sales hiring, long-term impact on sales, qualities of top sales people and revealing interview questions. All