What Candidates Want

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.

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.

Three Steps to Recruiting Better Sales Candidates When Competition for Talent is Fierce

Three Steps to Recruiting Better Sales Candidates When Competition for Talent is Fierce

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.

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?  

What do Dolly Parton, Jerry Seinfeld, and Rock Star Sales Rep Mike Have in Common?

What do Dolly Parton, Jerry Seinfeld, and Rock Star Sales Rep Mike Have in Common?

Providing Sales Talent With More Than an Internet Connection

Imagine you run a production company. You’ve had a few big wins and business is going well. You’ve hired a master songwriter, and you’re certain you have the next big hit. In fact, this song’s so catchy, even a second tier singer could make it a hit.

But your business is just starting to gain momentum. And what you really need at this stage in the game is a big star. You know a hit song combined with a big name performer will almost guarantee financial success.

So you go out and recruit Dolly Parton. Sure, it takes a few months to get her attention. But you’re convincing, persuasive, and she likes your song. Read More