Peak conducts tens of thousands of sales interviews a year. The majority of candidates with whom our interview teams meet with are ambitious, capable, diligent, and accomplished professionals looking to advance their career. And quite simply, honesty is profitable. However, from time to time, we come across those candidates who are inclined to bend the truth about their
The interesting thing about management is that the role is commonly misunderstood. Stop and think about what usually gets someone promoted to a management position. Typically, it’s the results he or she created in a previous position. In other words, people move up the corporate food chain based on knowledge, skill, or, most commonly, performance.
Making the wrong sales hiring decision has an enormous negative impact on a business’ finances. Often overlooked, but closely related, is the larger impact it has on a sales team’s morale. The cost of a bad hire SAP recently rounded up a series of statistics on the impact of a bad hire. Citing research from Mindflash
“Good luck!” Who doesn’t love to hear those words? Typically, they are words of encouragement. Joyful, even enthusiastic. Designed to leave someone with pleasant feelings about the future. They are NOT, however, designed to be the two words that describe the sum total of a company’s training program. Really. Back when I started as a
Hiring an exceptional sales team is not only difficult, but also extremely expensive. And while an investment in successful salespeople will deliver massive returns, the fact remains that a sales hiring budget requires large amounts of starting capital. After all, truly exceptional salespeople expect—and receive—exceptional salaries. Unfortunately, many companies looking for great salespeople simply can’t
The sales engineer plays a vital role on a sales team. Not only do they help interpret a customer’s technical requirements and communicate product features, but they are also given a level of trust that is often not offered to salespeople and consequently, the sales engineer is in a unique position to promote a vendor’s
With less than 3,000 miles between New York City and San Francisco, there is an undeniable contrast in business cultures between these two business meccas. While ‘the Big Apple’ is influenced by Wall Street’s power brokering, deal-making business strategy, San Francisco embraces the business utility created by fostering relationships. It is no surprise that these
EXCITING NEWS: We are about to launch our latest book, SALES RECRUITING 2.0 – How to Find Top Performing Sales People, Fast That’s half of today’s news. We are putting on a FREE 30 minute, high impact workshop to preview the advice and insight in the book. If you are a sales manager or business
When I became the leader of a sales team for the first time in the mid 90’s, I did not have the luxury of selling for many years and being mentored by someone who could teach me the ropes. Instead, I was a company founder who filled a need that we had at the time
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
