You buckle into your business-class window seat, primed for a five-hour mental vacation. And then this guy settles in next to you. His wife practices family law, specializing in custody issues; their 11-year-old’s a little ADHD, but made the travel…
Ed Shineman
Ed Shineman
When to Consider a Sales Talent Assessment Test … And When You’re Wiser to Avoid It
Properly applied, a quality sales assessment test can be a powerful workforce decision support tool. Used haphazardly, it may result in more harm than good. Here’s our thinking based on many years in the sales psychometrics field. You want to…
5 Secrets for Recruiting Sales Talent Right Out of College
Why hire sale reps fresh out of college? They’re eager, they’re malleable, they’re affordable, and they have reasonable expectations. Plus they haven’t developed bad habits working someplace else! But let’s face it. Academic achievement is no guarantee of sales talent….
Look for These 6 Things in Top-performing Technical Sales Support Pros
Do your salespeople struggle to hold their own when customer conversations take a technology deep dive? Then throw them a lifeline and recruit a technical sales support team. However, just because a sales support candidate is “technical” doesn’t mean they…