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Sales Hiring Blog Posts

Boost your bench strength with helpful hiring tips, recruiting guides, and interview questions.

Sales / October 6, 2016 How to Build and Manage a Top-Performing SDR Team
How to Build and Manage a Top-Performing SDR Team

By Aja Frost

Splitting your sales team into prospectors and closers can have many advantages. By dedicating sales development reps (SDRs) to researching, prospecting, and qualifying buyers, and account executives to closing, organizations can maximize efficiency and output.

Employing a team of SDRs also creates a training ground for future sales reps who will live and breathe your personas and process before they ever carry a quota.

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Sales / June 28, 2016 10 Surprising Criteria Salespeople Look For When Choosing a New Company
10 Surprising Criteria Salespeople Look For When Choosing a New Company

By Pete Caputa

If building a high-performing sales team is important to the success of your business, you might want to rethink what you're offering to your salespeople. I have a hunch that what you consider to be important is a lot less important to them than you might think. I’m also willing to bet that candidates for sales roles are evaluating your team and company on criteria you haven't even thought about.

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Sales / May 9, 2016 The 19 Best Sales Development Rep Interview Questions
The 19 Best Sales Development Rep Interview Questions

By Emma Brudner

If your sales team has grown large enough to warrant role specialization, you'll not only need to shake up the organization's structure -- you must also revamp the hiring process. Prospecting and closing are two distinct tasks, so it doesn't make sense to ask the same interview questions to both sales rep and business development candidates. Different jobs require different skills which necessitate different interviews.

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Sales / May 3, 2016 The Top 10 Weirdest Job Interview Questions on Glassdoor
The Top 10 Weirdest Job Interview Questions on Glassdoor

By Emma Brudner

Google is renowned for posing bizarre questions to job candidates lucky enough to be called in for an interview. If you're applying for a job with the company, you might want to think about how many golf balls can fit on a school bus, or design an evacuation plan for San Francisco

But brain teasers turned interview questions are no longer exclusive to the search giant.

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Sales / April 6, 2016 The #1 Personality Trait of Rockstar Sales Reps in 2016 [Research]
The #1 Personality Trait of Rockstar Sales Reps in 2016 [Research]

By Emma Brudner

More so than other jobs, sales success hinges on personality. In fact, research from Ideal found that 85% of a rep's success can be attributed to their personality, and 15% to their brains. In a study of more than 46,000 salespeople, "intelligence was correlated with sales volume but only for salespeople who are also high in people skills," Ideal's Ji-A Min explained. 

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Sales / March 19, 2016 12 Recruiting Facts That Will Help You Hire Top Sales Reps [Infographic]
12 Recruiting Facts That Will Help You Hire Top Sales Reps [Infographic]

By Lindsay Kolowich

Looking for talented new folks to join your team? Nowadays, it's tough going out there for organizations that are trying to hire. In many cases, companies find themselves spending a whole lot of time and money on recruiting, while not getting quite the results they were looking for.

If your team is on the lookout for new talent, there are a few things you'll want to consider. 

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Sales / March 16, 2016 18 Real Interview Questions HubSpot's Director of Global Business Development Uses to Hire World-Class SDRs
18 Real Interview Questions HubSpot's Director of Global Business Development Uses to Hire World-Class SDRs

By Justin Hiatt

When it comes to sales development hiring, managers tend to have one fatal flaw. They place too much weight on past experience and not enough on talent and aptitude. Hiring managers should conduct behavioral interviews to truly find the best candidates for the job. An impressive resume can be a decent predictor of future success, but hiring for talent provides a more stable foundation to develop on.

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Sales / March 8, 2016 How to Hire Sales Hunters Versus Sales Farmers [Research]
How to Hire Sales Hunters Versus Sales Farmers [Research]

By Ji-A Min

Categorizing salespeople as sales hunters and sales farmers is considered a bit old school these days, but it's still a useful distinction when it comes to hiring salespeople. In general, sales hunters are reps who excel at prospecting, generating leads, and closing deals. Sales farmers are better at managing and growing current accounts.

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Sales / March 1, 2016 6 Sales Recruiting Lessons From Duke's Legendary "Coach K"
6 Sales Recruiting Lessons From Duke's Legendary "Coach K"

By Jack Daly

You know you’ve made it when you’re known by a nickname. When people say “Coach K,” there’s no mistaking who theyre referring to -- Mike Krzyzewski, coach of the Duke University Blue Devils NCAA Division I basketball team.

Okay, so maybe it has a little bit to do with the fact that “Krzyzewski” doesn’t exactly roll off the tongue, but with five national championships and 12 Final Four appearances under his belt, I’d say he’s earned his nickname.

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Sales / February 29, 2016 The Moneyball Approach to Hiring Sales Development Reps
The Moneyball Approach to Hiring Sales Development Reps

By Sahil Mansuri

Once upon a time, it was possible to scale a sales organization by being strictly top-line revenue focused. Many highly successful companies followed the approach of throwing as many bodies as possible onto the sales floor and experiencing hyper growth. But with the advent of sales automation tools, it’s become possible for small teams to do what required larger ones in the past.

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Sales / February 9, 2016 12 Job Interview Questions to Ask a Sales Manager Candidate in 2017
12 Job Interview Questions to Ask a Sales Manager Candidate in 2017

By Emma Brudner

Usually when individual contributors get promoted to management, they teach their direct reports their secrets for success, use many of the same skills they did in their previous jobs, and get a salary bump.

Sales manager might be one of the only promotions where the job differs dramatically from the individual contributor role and thus necessitates an entirely different skill set.

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Sales / February 3, 2016 3 Sales Techniques That Separate Good Reps From Great Reps
3 Sales Techniques That Separate Good Reps From Great Reps

By Hunter Madeley

Sales is a unique profession in that foundational sales techniques are transferrable regardless of your specific situation. It doesn’t really matter what industry you’re in, or what product or service you’re selling -- the core elements ring true.

In my experience, there are three sales techniques that are most important, and these separate good sales reps from great sales reps.

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Sales / January 25, 2016 Why Hiring Isn’t the Only Key to Building a World-Class Sales Team
Why Hiring Isn’t the Only Key to Building a World-Class Sales Team

By David Ly Khim

Recently hired sales reps aren’t usually the best performers. In fact, it would be really surprising if a sales rep were to crush the role during their first week on the job.

While training and the ramp up period for new sales reps is important, there’s another aspect to the development of sales reps that is often overlooked: coaching.

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Sales / January 19, 2016 How to Get a Job in Sales With Zero Experience
How to Get a Job in Sales With Zero Experience

By Kayla Kozan

So you think you can sell? You’ve got the ambition, the charm, but not the prior work experience; should you still apply for a sales role?

As sales hiring experts, it's a question we're asked often at Ideal Candidate. Good news -- the answer is yes. Moreover, there are research-backed steps you can take to increase your likelihood of getting the interview and landing the job.

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Sales / January 16, 2016 10 Recruiting Strategies to Avoid Making Hiring Mistakes
10 Recruiting Strategies to Avoid Making Hiring Mistakes

By Debbie Farese

Editor's note: This post originally appeared on HubSpot's Marketing Blog. For more content like this, subscribe to Marketing.

As they say, there’s no “I” in “team" ... but there are a few in “hiring mistake.” And you’ll have nobody to blame but yourself if you make one.

Hire well and you’ll have a high performing and happy team. Hire just one wrong person, fondly known as a “hiring mistake,” and you’ll spend a lot of time and emotional energy trying to fix your team.

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Sales / November 10, 2015 Why I’m a Huge Jerk When I Conduct Sales Interviews
Why I’m a Huge Jerk When I Conduct Sales Interviews

By Pete Caputa

So, I’m a jerk when I interview sales candidates. Why? I’m trying to approximate what a prospect might do, so that I can see how a salesperson would handle the situation. For example, prospects aren’t always nice, don’t go out of their way to put salespeople at ease, don’t purposefully build rapport, and don’t always willingly answer tough questions.

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Sales / November 3, 2015 How Curious Are You? 13 Signs Of Curiosity and Why It Matters in Sales
How Curious Are You? 13 Signs Of Curiosity and Why It Matters in Sales

By Mike Renahan

recently wrote about why curiosity is the most important trait any salesperson can have. After writing that post, it made sense to dive into the signs that can alert you as to whether or not someone (or even yourself) is curious by nature.

These are the kind of folks you want on your team, talking to your prospects, representing your company, and building out your pipeline.

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Sales / October 27, 2015 The Most Important Personality Trait of Leading Sales Reps
The Most Important Personality Trait of Leading Sales Reps

By Mike Renahan

What does it take to be a great salesperson? When you’re hiring someone for your team, what do you look for?

A lot of sales experts say reps have to be friendly, personable, goal-oriented, task-focused, likable, and loyal, among other characteristics. And while all of these are important to be successful in sales, I think one trait is frequently overlooked: Curiosity.

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Sales / October 23, 2015 3 Intriguing Statistics From Analyzing 1000 Salespeople’s Personalities
3 Intriguing Statistics From Analyzing 1000 Salespeople’s Personalities

By Ji-A Min

Solution sellers, insight sellers, challenger sellers: the debate over the “perfect” sales personality rages on.

While there might not be a 100% “right” answer, we decided to dig into this question to shed some light on what personality characteristics make for high performers using Ideal Candidate’s Selling IQ Sales Personality Assessment.

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Sales / September 11, 2015 Attention Job Seekers: 3 Things That Grab a Sales Recruiter’s Attention
Attention Job Seekers: 3 Things That Grab a Sales Recruiter’s Attention

By Pree Sarkar

Salespeople know just how important it is to snag their prospects’ attention from the very first interaction. Attention is the first step along the path to a closed deal, which benefits both buyer and rep.

Similarly, grabbing a recruiter’s attention is crucial for job seekers. Attention is the first step along the path to a new job, which again benefits both recruiter and rep.

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Sales / August 28, 2015 How to Apply Your Sales Skills to Job Interviews
How to Apply Your Sales Skills to Job Interviews

By Ian Cameron

If you’re a sales manager, you're well-acquainted with the pressure to add top talent to your team and you know how tough it is to really know if a new hire will perform as expected. Cost estimates for a bad sales hire can run into the hundreds of thousands of dollars. A 2012 report by the DePaul University Centre for Sales Leadership put the average cost to hire, train, and replace a salesperson at $114,957.

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Sales / August 7, 2015 Reps Running For the Door? 3 Tips to Stop the Bleeding
Reps Running For the Door? 3 Tips to Stop the Bleeding

By Leslie Ye

Hiring is top-of-mind for any organization, but it's an especially hot topic for sales recruiters, according to the 2015 CSO Insights Sales Performance Optimization Report.

Only a tiny fraction of sales organizations aren’t thinking about hiring this year. A whopping 96.8% of respondents are focused on growing or maintaining their sales organizations, according to the data.

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