There are a lot of things that a leader can get wrong, but not many can cause as much damage as hiring poorly.

New leaders, young and old, sometimes make the mistake of hiring people who they believe to be weaker than themselves. Some leaders are…

Recently a good friend sent me a list of outcomes he wants his new salespeople to achieve. He’s using this list as a sort of hiring guide. But to generate these outcomes, you need to look for the underlying attributes.

Self Starter: The…

Having too few salespeople may be your problem. You can’t make your number without the proper headcount, and you can’t cover all the opportunities in your territory without the human capital necessary. You may want to hire fast, and you may…

Do you look for a job in sales the same way that you sell?

Do you make one attempt by sending your resume and never follow up?

Do you assume that because the advertisement for the position has an email address that you are limited to…

Mark writes, “Can you write on the ‘How-to’s’ of hiring great sales managers, setting expectations, compensation packages, and key places to find this unicorn?"

How to Hire Great Sales Managers

Hiring well is an art form. If hiring is easy,…