5 Proven Methods for Building a High-Performance Sales Culture

5 Proven Methods for Building a High-Performance Sales Culture

To build a rock solid high-performance company you must hire the best salespeople you can recruit. So, what can you do to attract A-players? First, it’s important to understand what salespeople want. What keeps salespeople engaged? When we ask thousands of sales reps across the country what kinds of environments they thrive in, we heard common themes.

Are Less than Stellar Glassdoor Reviews Hurting Your Brand?

Are Less than Stellar Glassdoor Reviews Hurting Your Brand?

Today’s job hunters are savvy. Today it’s easier than ever to find out inside information about almost any organization. But when you have negative reviews on Glassdoor, it can hurt your ability to recruit top talent. Some organizations have taken Glassdoor reviews into their own hands by employing a proactive approach to managing their external reputation.

How to Work with Recruiters for Optimal Results

How to Work with Recruiters for Optimal Results

What Motivates Recruiters to Help You Find Top Sales Talent?

Yesterday I had a conversation with a potential client. He was frustrated because he hadn't been able to find a replacement hire for over seven months. He was already working with three other recruiters and had no candidates in current consideration for the role.

What went wrong?

Are the recruiters to blame? They had presented multiple candidates, and the one that the client was most interested in was over the budgeted compensation level. He made a comment that he thought perhaps the recruiters just wanted more money and were inflating salary expectations.

Finding Top Talent is Difficult for Everyone

Finding Top Talent is Difficult for Everyone

In good economies and bad, finding top talent is difficult. Think it's any easier for Microsoft, Facebook, Amazon, or Google? Sure, they have distinct competitive advantages, but it still takes teams of recruiters interviewing around the clock to recruit and hire staff even for well branded growing organizations.

Recruiting Isn't Always Fun: Giving Candidates Bad News

Recruiting Isn't Always Fun: Giving Candidates Bad News

Telling candidates they won’t be moving forward in the interview process can be awkward, uncomfortable, or even something you tend to procrastinate. Some recruiters and hiring managers ignore providing feedback for candidates altogether. Others wait days, even weeks to reject candidates. Letting too much time elapse before delivering the "bad news" hurts everyone, including your company’s reputation.

The Importance of Making Sales Recruiting a Top Priority

The Importance of Making Sales Recruiting a Top Priority

If you’re a sales leader, the fastest way to success is to recruit the right team members. Without the talent you need to succeed, you’ll find yourself with a whole new set of problems. Recruiting is hard work, and requires a top slot on your priority list. Now is the time to start looking for the talent you need to achieve your goals.

Three Steps to Winning Over Skeptical Sales Candidates

Three Steps to Winning Over Skeptical Sales Candidates

With everyone promising high-growth, big OTEs, and amazing products, it can be hard to compete for top sales talent. Many of today’s sales candidate have been promised the moon a few times, only to become a bit more skeptical with each job move. A CEB study in 2014 concluded that 65% of Millennials are more skeptical of employer claims than they were in 2011.

Sales Recruiting Predictions for 2017

Sales Recruiting Predictions for 2017

Sales Recruiting in 2017

What’s in store for your sales team in 2017? The Employer Associations of America’s 2017 National Business Trends Survey confirmed hiring challenges will continue for employers in 2017.

If you were hiring at all in 2016 you probably noticed recruiting top sales talent became increasingly difficult. With counter-offers, turn-downs, and increased competition for talent, recruiting the top 10% was no easy feat.

We Have Better Metrics to Foucs on Than Quality of Hire

We Have Better Metrics to Foucs on Than Quality of Hire

Quality of Hire: Another Meaningless Metric for Sales Hires

Measuring recruitment success in the sales department has never been more important. In today’s hyper-competitive landscape, every sales hire counts. Time-to-fill, the all-time most important recruitment metric, has been replaced with an overarching obsession for “quality of hire.” Yet one deeply entrenched problem remains inherent in this metric. Unlike measuring time-to-fill, which is a fairly straight forward calculation, untethering quality of hire from other variables is virtually impossible. You don’ have a shot at making this measurement meaningful for your sales hires. It’s too intertwined and dependent upon other pre-hire variables.

When Agency Recruiters Can’t Help You Fill Your Sales Roles

When Agency Recruiters Can’t Help You Fill Your Sales Roles

8 Reasons Why Agency Recruiters Can’t Help You Fill Your Sales Roles

Isn’t it frustrating when you reach out to a recruiter to help you fill a role and you don’t see strong results? As a hiring manager or an internal recruiter, when you’re looking for top sales talent, your neck is on the line. You need to get roles filled with the right salespeople and you need to make it happen fast so you can hit your hiring and top line revenue goals.

Three Strategies You Can Use When Interviewing Long-Winded Sales Candidates

Three Strategies You Can Use When Interviewing Long-Winded Sales Candidates

The Secret to Dealing with Sales Candidates Who Talk too Much During Interviews

I had a candidate in my earlier years that loved to talk. At the time, I thought perhaps he just loved to talk to ME. I considered myself to be a pretty good listener so I figured he would cut down his answers in the proceeding interviews.

Well, despite my warnings about being careful not to “hog all the air time”...he wasn’t able to apply the feedback when he met with my client.

Executive Recruiting Firms Producing Mediocre Results?

Executive Recruiting Firms Producing Mediocre Results?

Working with Recruiting Firms Driving You Crazy?

If you told me you’ve tried using a recruitment firm in the past, and things didn’t work out, I wouldn’t be surprised. Although there are a lot of exceptional recruiters out there, a few bad experiences can taint a person’s willingness to try again.

If you’re looking at a recruiting firm like a commodity, you probably won’t get good results. I’ve gotten calls from companies who’ve had searches out to multiple firms and are were adamant about paying discounted fees. Saving a few thousand dollars today was more important than hiring the best employee.

3 Keys to Keeping Your Top Sales Professionals Happy

3 Keys to Keeping Your Top Sales Professionals Happy

3 Keys to Keeping Your Top Sales Professionals Happy

It’s no secret sales turnover is expensive. Putting a number to the financial loss can make you feel queasy. But what’s even worse is finding a replacement for your top rep. It’s an exercise in frustration, disappointment, and frankly, it’s an excruciating process.

Although some turnover is obviously healthy, when you start losing the top 25% of your sales team, things can start to look bleak. Too often it starts when one top rep leaves, then before you know it; your top three performers are gone.

So what can you do to keep your best sales pros happy and productive?  

The Number One Way to Build a Successful Sales Team

The Number One Way to Build a Successful Sales Team

Is Building a Winning Sales Team as Simple as Following a Proven Recipe?

If I want to bake a chocolate cake, I’ll pull out a recipe book. Then I’ll follow the directions and in about an hour and a half or so I’ll have a cake. If you just follow a recipe, you’ll get predictable results. Right?

Except every time I try to bake a chocolate cake, it never comes out quite the same. Sometimes they’re good , sometimes they’re burnt, other times they just taste like a cardboard sponge. (Not sure I’ve ever eaten a cardboard sponge, but you get the point.)

Not Your Average President

Not Your Average President

When Patience Pays Off

One of my clients, a small private technology headquartered in Norway saw things differently.

When we first met, the tech hiring philosophy of day was to hire salespeople quickly, try them out, and if they didn’t make a deal in x number of days (usually 30, 60, or 90 days if you’re lucky) to fire them.

The Shocking Truth about Sales Recruiting

The Shocking Truth about Sales Recruiting

Banging your head against the wall trying to recruit for your sales team?

Are you recruiting top software sales talent and running into roadblocks? You’re not alone. The sales function appears to be an easy role to recruit for on the outset. Yet recruiting sales talent is one of the more difficult and time-consuming recruitment jobs around.

Why Trying to Recruit and Hire the "Perfect Salesperson" is a Recipe for Disaster

Why Trying to Recruit and Hire the "Perfect Salesperson" is a Recipe for Disaster

Are You Still Trying to Recruit and Hire the "Perfect Salesperson"?

Hiring can bring out your worst fears. Especially if you’re a new manager or just starting with a new organization. When your first goal is to immediately staff up—your reputation hangs in the balance. Everyone’s watching...quietly rooting for your success or failure.

Let's Celebrate Administrative Professionals' Day

Let's Celebrate Administrative Professionals' Day

Let's Celebrate Administrative Professionals' Day

Although Administrative Professionals' Day isn't a public holiday, it's observed in many offices large and small across the United States. Don't forget to take some time to thank the people who bend over backwards to support you!

Is Your Company’s Reputation Hurting Your Chances of Hiring A-Players?

Is Your Company’s Reputation Hurting Your Chances of Hiring A-Players?

Your Corporate Reputation Will Impact Your Ability to Recruit Top Sales Candidates

Who are the most reputable companies in the tech sector? According to Reputation Institute, who runs annual surveys collecting data from more than 60,000 respondents, the lineups have included companies like Google, Sony, Canon, Apple, Microsoft and Samsung.

Why does your reputation matter? Companies who have excellent reputations engage more with employees and enjoy much stronger levels of employee referrals, client referrals, and positive online recommendations.

3 Ways to Drive a Recruiter Mad

3 Ways to Drive a Recruiter Mad

Building Lasting Partnerships With Recruitment Agencies

If you’ve used a recruiter to source sales candidates successfully, you understand the importance of your role in the recruitment and hiring process. Taking an active interest in the recruitment process, making yourself available, and fostering open communication with your recruiter are important parts of developing a productive working relationship.