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The Science of Sales Hiring: How to Predict Sales Success


The Science of Sales Hiring: How to Predict Sales Success

When you’re hiring sales reps, how do you evaluate crucial attributes like ambition and resilience? Traditionally, sales managers consider a candidate’s track record, such as experience, education and GPA. But this standard resume information is not a reliable indicator of future success because it doesn’t measure a person’s internal drive or ability to overcome adversity. [...]

Data-Driven Hiring: Assess Sales Talent Before the Interview


Data-Driven Hiring: Assess Sales Talent Before the Interview

As the use of Moneyball tactics grew within the Oakland organization and in other big-league baseball clubs, the job of traditional scouts changed. Metrics did not eliminate the need for scouts, but clubs needed fewer and used them in different ways. Today most companies review resumes and then subject candidates to as many manager interviews [...]

How to Hire the Perfect Sales Reps for Your 2013 Sales Plan


Looking toward your plans for 2013, hopefully you see some growth in your company within your inside sales department. That seems to be the trend we’re seeing as more companies realize the monetary savings of moving their traditional sales departments into the high velocity, sales automation system that inside sales provides. To help aid sales [...]