Category Archives: Sales Hiring & Recruiting Articles

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

The De Paul Center for Sales Leadership is one of the leading sales learning institutions in the country. Every few years the University publishes the Sales Effectiveness survey which observes the sales practices and results of over 435 organizations across 10 business sectors.  Some useful insight is shared in this report: Age profile – % by

After many years of answering all sorts of sales management, recruiting and performance questions, I decided to put together an FAQ for hiring amazing sales people. These lessons have been learned from decades spent in the trenches building and managing successful sales teams as an entrepreneur and sales leader, as well as recruiting, investing and

The percentage of sales reps at quota on many sales teams implies a serious struggle with sales hiring efficiency. According to the 2013 CSO Insights Report entitled “Optimizing Hiring Effectiveness, Getting the Right Players on the Field”, the average percentage of reps making quota was 62%. When the participants in the study were asked to rate their

I heard this joke a couple of days ago and thought it was worth passing along: HR Rep: Here is a stack of resumes for your open sales position. Hiring Manager: Can you please show me the good resumes. HR Rep: Here you go. [hands over a dozen resumes] Hiring Manager:  [Takes the resumes and throws six