A lot of people get into sales at one point or another … but not a lot make a successful career ... Read More
A lot of people get into sales at one point or another … but not a lot make a successful career ... Read More
Having hired dozens of business development and sales reps I am always amazed at how many candidates make a crucial mistake in the interviewing process. That is, they make it all about them -- instead of about the hiring manager, and what he or she is looking for in a new hire.Read More
The biggest mistake sales leaders make when it comes to hiring? They simply hand over a job description to their recruiting team, and leave the search in their hands.Read More
Salespeople are the primary drivers of company revenue; yet, less than 20% of salespeople regularly exceed quota.
For sales leaders and other C-level executives striving to meet aggressive revenue objectives, understanding what drives top sales performers to join, stay, or leave a company is critical.Read More
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.Read More
When you’re interviewing, it’s easy to think the hard part’s over by the time the hiring manager asks, “Do you have any questions for me?”
But in reality, this is another chance for them to evaluate you.Read More
Great salespeople are tough to find. According to the Manpower Group’s 2015 Talent Shortage Survey, sales jobs are the second-hardest position to fill worldwide.
And now that it takes the average company an all-time high of 27 days to make a new hire, you might be tempted to extend an offer to any candidate who seems like they’d reasonably meet the mark.Read More
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.Read More
Think back to your last job interview. How did it go?
Chances are, you researched the job, the company, and your interviewer -- just like you’d research your prospect and their business. That’s second nature to you.Read More
Let’s say you’re a top-performing salesperson. You’ve been in your position for three or more years, and you feel like you’re getting stale and not moving quickly enough. Maybe you just want to try something different. So you decide to look for a new sales job.Read More
Job seekers have no excuse to be unprepared for the classic interview question "What's your biggest weakness?" That's softball.
But what if an interviewer said, "Tell me something that's true, that almost nobody agrees with you on"? Um ... I might have to get back to you on that one.Read More
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.Read More
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.Read More
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.Read More
When people talk about what makes a great sales rep, they often use adjectives like "optimistic", "resilient," and "driven" to describe their personality.
But what role does intelligence play in selling success? Is recruiting a sales rep based on brains the smart thing to do?Read More
So you landed the interview. Congrats! You’re one step closer to your dream job -- but just before you drop the mic, let’s make sure you’re ready to crush it.
I know it’s tough to carve out a couple hours to do the ideal amount of job interview prep. You’re busy!Read More
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.Read More
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.Read More
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.Read More
You know you’ve made it when you’re known by a nickname. When people say “Coach K,” there’s no mistaking who they’re 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.Read More
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.Read More
The tenure of an average sales development rep is 14.2 months. That's just a little over a year. How do you optimize the time they're with you?
Imagine you hired a new sales rep that starts today and you have to ramp her up to achieve full quota. How long will that take? Two months? Three? That leaves you with 12 months to go.Read More
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.Read More
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.Read More
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.Read More
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.Read More
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.Read More
More and more businesses are employing sales development representatives, or SDRs, to act as the glue between Sales and Marketing. As your company grows in size and your number of inbound leads increases, your quota-carrying reps will find it increasingly difficult to balance prospecting, qualifying, and closing.Read More
So you landed the sales job interview. Nice work! You have perfected your handshake and you're ready for "Can you tell me about a time when you helped your team overcome adversity and close the deal?"
There is only one last question to answer: What should you wear?Read More
Sales is interesting as a profession. When I first decided to enter the world of selling it was because of comments like "You talk a lot so sales is a good profession for you."Read More
Nowadays, salespeople have to do more than ever before to be successful in their roles. Sales has shifted from high-pressure old-school tactics to become more focused on credibility, offering assistance, and listening, among other things.Read More
One of the highlights of working at a close-knit company is getting to spend time with a bunch of professionals in very different functions. I’ve had the chance to learn from marketers, bloggers, developers, public relations experts, people operations managers, sales reps, and many more.Read More
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.Read More
I 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.Read More
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.Read More
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.Read More
In 1949, Willy Loman was the quintessential salesperson. In 2049, will it be WILL3 BotMan?Read More
“If you can find good people, they can always change the product/service. Nearly every mistake I’ve made has been in picking the wrong people, not the wrong idea.” - Arthur Rock
Selecting sales personnel is one of the biggest, if not the biggest, challenge for any organization.Read More
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.Read More
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.Read More
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.Read More
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