Recruiting and hiring good sales candidates is challenging, because there are so many variables that can indicate future success (or lack of it). Hard
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Employers: How to Create an Ideal Sales Candidate Profile
As a sales leader, you may be familiar with the term ‘ICP’ - your Ideal Customer Profile. But here’s another ‘ICP’ to consider - your Ideal Candidate
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Three Reasons Top Salespeople Quit – and How to Keep Them
For sales managers, there’s nothing quite as painful as when top salespeople quit. Unfortunately, it happens - a lot! According to an Xactly study,
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A Recession Can Be an Opportunity to Hire Top Sales Talent
There’s one silver lining for sales managers during an economic downturn: Many high-quality sales reps find themselves looking for new companies to
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Five Tips for Managing Your Sales Team in a Recession
Nothing will test your sales leadership skills like going through an economic downturn and managing through layoffs. Budgets are likely to be tight
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10 Ways To Attract Top Sales Talent to Your Company
Even now, the best sales leaders are regularly being courted by a number of top companies at the same time. This is especially true in a slow economy,
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Sales Leaders: How to Coach a Great Rep ‘Up’ During a Rough Patch
A sales career is full of peaks and valleys, and no matter how good a rep is, the valleys are inescapable. Sales reps can find themselves in a slump
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Look For These Five Soft Skills When Hiring Salespeople
Soft skills are interpersonal skills that enable you to succeed in the workplace. Soft skills differ from hard skills, which are technical skills you
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Why Sales Rep Turnover Is at an All-time High
Sales turnover is an issue for every B2B company. In an average year, sales rep turnover is statistically very high – more than 34% – nearly three
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One of My Favorite Interview Questions For Sales Candidates
Over the years, my teams and I have interviewed thousands of tech sales candidates. It’s very important for the collective hiring team to be
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Why You Should Look at Sales Candidates With Unconventional Backgrounds
Sales hiring managers often find themselves looking for new sales reps behind the same old doors. But chances are – every other sales manager is
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How to Utilize Colleges and Universities to Hire Salespeople
For many companies, entry level sales positions are on-site jobs – meaning the job has to be performed in a local office. This is often the case
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