Insights

When you hit publish on that job ad, do you want 275 people emailing you from Indeed or do you want 27 people who are proven performers and a great fit for your team? If you really want to hire great salespeople to meet your sales needs in today’s world, there are...

For many years, some of the best salespeople were the ones who strolled downtown or hopped on planes for conferences to handshake their way to the deals. That was yesterday. When you’re hiring a salesperson in the modern world, however, do you need back-slapping Bill,...

You might think, sales is sales, but it's not. Often, being seduced by a sales candidate is a problem. You believe you're hiring a sales person, and if they led their team in sales at another company, they can sell for you too. What so many businesses have yet to...

The last time you hired a sales person, did you think, This time, it'll be different! Were there stories of impressive wins and nods of recognition, that they understood your world and your customers? And then, as the weeks passed, promises became excuses instead of...

The Price Slasher comes onboard and starts selling for you. Initially, things go well as they settle into the role and go over the pricing for your products and services. In fact, they often will over scrutinize the pricing and pepper you and the team as to "why do we...

The Great Pretender is often the best candidate AT THE INTERVIEW. In fact, often they seduce the interviewing team into believing that they are a "natural born salesperson" and can "sell anything to everyone." Trouble is . . . this is rarely the reality and the Great...