Category Archives: Interviewing & Assessment Articles

For a lot of people hoping to land a new sales job, it is a priority to create a resume that is search engine friendly. Unfortunately, this often leads to resumes that are less succinct and are jammed with keywords which distract from the accomplishments and abilities of a salesperson. To those of us that

This morning, I read an interesting post by SalesDrive on persistent candidates in which the article makes the following observation: Hiring managers occasionally encounter sales candidates who are especially persistent . . . calling or emailing them frequently to get an update on their status. Of course, persistence is a very important trait for success

Image via Ambro / FreeDigitalPhotos.net Sales people are naturally engaging (at least the good ones are), so interviews with sales people are usually cordial and friendly. If the candidate being interviewed is currently working (and the good ones usually are), then the interviewer is likely to bend over backwards to make a good impression, which

We wrote about cold call reluctance earlier this week (see My New Hire Won’t Make Cold Calls). Qualifying a prospect is one of the most critical phases in the sales cycle is another area where we see reps exhibiting reluctance. After the initial call is made, qualifying is one of the most feared phases in

Reference Checks Reference checks are one of the most critical ways to validate the traits and performance abilities of a potential sales hire (see The Importance of Reference Checks in Sales Hiring). Unfortunately many companies make up their mind to hire someone and then perform only cursory reference checks or, surprisingly often, none at all.