1 12, 2018

The #1 Mistake When Interviewing Salespeople

By | 2018-12-01T05:58:27+00:00 December 1st, 2018|Uncategorized|0 Comments

When I think back on the years I’ve spent in the recruiting space, I’m reminded of hundreds of salespeople that I’ve gotten hired. The commonality among most of these instances is that sales managers would express that, “We lost the candidate because another company was able to make a higher offer.”  Although this is sometimes [...]

28 11, 2018

Hiring Salespeople On A Budget

By | 2018-11-28T06:25:05+00:00 November 28th, 2018|Uncategorized|0 Comments

Sales, recruiting, and baseball; These three things are my biggest passions in life. Naturally, having grown up in Cleveland I’m a huge Indians fan. For those of you that don’t follow baseball, the Indians are a smaller market team, which means they can’t really afford to sign the big name players. Seemingly every year, like [...]

17 11, 2018

Are Hiring Assessments Worth the Hype?

By | 2018-11-17T17:36:48+00:00 November 17th, 2018|Uncategorized|0 Comments

I have a fair amount of skepticism associated with the common process of taking hiring assessments in order to evaluate talent, and I’ve always felt this way. A significant factor in my healthy level of skepticism is that I’ve dealt with many companies that utilize these assessments like they’re the hiring bible. Despite this dissatisfaction [...]

15 11, 2018

High Base Salary & Low Commissions vs. Low Base Salary & High Commissions

By | 2018-11-30T08:20:21+00:00 November 15th, 2018|Uncategorized|0 Comments

A common line of thought among most companies is, “I want to pay for performance”. Meanwhile, almost every candidate for any given job is thinking, “I need a higher base salary. I have bills to pay.”  So, who is correct in their thinking? In my opinion, there is no winner here, and both the companies [...]

23 10, 2018

5 Reasons Why You Should Never Give a Low Ball Offer

By | 2018-10-23T01:17:14+00:00 October 23rd, 2018|Uncategorized|0 Comments

I've seen many companies lowball candidates when it comes to giving them an offer.  Although they believe they're saving money by paying below the "market rate," it's actually costing them a lot. Let’s take a look at five specific reasons why you should never give a lowball offer. 1.) They'll Take Another Job If the [...]

19 10, 2018

Networking: Quality Over Quantity

By | 2018-10-19T03:39:07+00:00 October 19th, 2018|Uncategorized|0 Comments

We can probably all agree that networking is a critical part of conducting business, especially as a salesperson. One of the biggest challenges that I’ve noticed facing salespeople today is their approach to networking. A common misstep that I observe often is that salespeople primarily network when they need something, as opposed to doing so [...]

6 10, 2018

Hiring Unemployed Salespeople

By | 2018-10-06T04:17:32+00:00 October 6th, 2018|Uncategorized|0 Comments

Is an unemployed salesperson “bad”? Throughout the years I’ve dealt with hundreds of sales leaders. What continues to amaze me is how many of these individuals say, “A good salesperson should never be unemployed”. I have even done business with companies that refuse to hire unemployed salespeople. My answer to this interesting question is actually [...]

22 09, 2018

Stop Loving Yourself So Much

By | 2018-09-22T16:37:01+00:00 September 22nd, 2018|Uncategorized|0 Comments

Something I’ll never forget is my very first sales encounter with the ever dreaded “e” word; ego. I was speaking with a candidate on the phone, and he just wouldn’t stop telling me how great he was.  I later flew to seem him, and his ego continued to overtake the experience. He continued on about [...]

15 09, 2018

Quality Over Quantity When It Comes To Cold Calling

By | 2018-09-15T03:19:29+00:00 September 15th, 2018|Uncategorized|0 Comments

I get it.  If you dial more, you generate more conversations, you schedule more appointments, and you close more deals. This seems like a very practical approach to cold calling, and I don’t even disagree with it. However, too many companies put the greatest emphasis on call volume, and not call quality. A Low Quality [...]

1 09, 2018

You Need A Salesperson More Than They Need You

By | 2018-09-01T00:35:54+00:00 September 1st, 2018|Uncategorized|0 Comments

The unemployment rate has been hovering around 4%, and too many companies don’t fully understand how this translates to their business. To me it, that you need your salespeople more than they need you. The best salespeople, or the ones that are considered “A” salespeople, are in extremely high demand. Ultimately they don’t need your [...]