Thoughts

What to Do When Your Number One Sales Rep Resigns

What to Do When Your Number One Sales Rep Resigns

Every top salesperson will eventually quit. What’s even more painful is the best leave when they are on top, so if you’re not careful, you may not even see it coming. As the job market tightens, sales professionals have more and more lucrative and exciting job opportunities vying for their attention.

Stop Making These 3 Simple Sales Recruiting Mistakes

Stop Making These 3 Simple Sales Recruiting Mistakes

I was on the phone with one of my candidates yesterday. A true talent with an amazing track record of sales success hunting and winning new business. Probably not another person like him in the entire region --he is that good. 

He went for an interview and was expecting to discuss an offer

Survey Says, "Flexibility will Help You Attract and Retain Employees."

Survey Says, "Flexibility will Help You Attract and Retain Employees."

Today’s employees have one thing on their mind: flexibility. With traffic increasing, work hours rising, and vacation day usage decreasing, the one thing employees seek is flexibility. Two out of three candidates today don’t think they must be sitting at their desk to be productive and do their job according to ManpowerGroup Solutions’ Global Candidate Preference Survey

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.

Finding Top Sales Talent is Difficult for Everyone

Finding Top Sales 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.

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.

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.

New Year Brings New Challenges in 2016. Will You be Ready?

New Year Brings New Challenges in 2016. Will You be Ready?

The Job Market, Recruiting, and Trends Ahead for 2016

Welcome to 2016! If you’ve hired for your sales team lately, you’ve learned how difficult it is to find top sales latent. Most hiring managers have discovered hiring sales talent is frustrating, difficult, and riddled with career risks even in the best of times.

As we head into 2016, this year should prove to be even more difficult when it comes to attracting top talent. With the unemployment rate continuing to decline, and the number of jobs increasing, attracting and retaining sales talent has never been more challenging. Read More

Five Strategies to Keep Your Sales People Happy

Five Strategies to Keep Your Sales People Happy

Providing a Framework of Success

With turnover costing more than you’d ever want to calculate, it’s no secret that keeping top salespeople happy is good for business. Consider the following strategies when leading your sales team.

Strategy #1: Top salespeople need a good push. Achievers love new challenges. They want to stay with an organization, but in order to do this; they need to be stretched in some way. This could come from a new role, exploring new terrain or being challenged by additional responsibilities. They need to be pushed to reach just beyond their current capabilities. If you can help them become better, give them fresh problems to solve, more responsibility, or additional roads to explore; your chances of extending their tenure with your firm will increase. They will remain with an organization where they can stay engaged and immersed in activities just beyond their current capabilities. (For more insight, check out The Talent Code, Greatness isn’t Born It’s Grown by Daniel Coyle.) Read More