Sales Selection Articles

Top 5 Reasons You Don't Get More Strong Sales Candidates 

Keys to Hiring Great Salespeople - Getting it Right versus Getting it Over

There is More Than One Type of Bias in Sales Hiring 

10 Reasons Not to Test Your Sales Candidates

The Best Solutions for Hiring Great Salespeople for Your Company

The New York Times' Misleading Article on Assessments and Their Use Cases

The Deal Breaker That Prevents you From Hiring a Great Salesperson

An Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople Succeeded

Good Sales Recruiting is Like Selecting Movies and TV Shows

How Overthinking the Turnover Problem Impacts Sales Selection

The Deal Breaker That Prevents You From Hiring a Great Sales Candidate

Why it is so Difficult to Compare Sales Effectiveness from One Salesperson to Another

Six Overlooked Factors When Hiring Salespeople

The Wrong Salespeople are Hired 77% of the Time

Using the Power of a Duracell to Help You Hire Perfect Salespeople

Good Sales Recruiting is Like Selecting Movies and TV Shows

One Thing Your Company Must Do Right Now to Increase Sales
Hiring Salespeople Should Not be Like a Coin Flip

How to Find the Right Sales and Sales Management Candidates

Your Next Sales Candidate: Looking for "The One"

What Percentage of Sales Candidates are Worthy of Being Hired?

Sales Candidate Shortage - More Proof That Sales Isn't Dead Yet

Can You Improve a Kick-Ass Sales Force? 

The Conversation that CEO's and Sales VP's Must Have with HR

Are Sales and Sales Management Candidates Getting Worse?

Get Sales Compensation Right to Recruit Winning Salespeople

Personality Tests, Sales Candidate Selection - How Tests Measure Up 

Sales Assessment Findings and Cultural Differences

Sales Assessment Findings - Another Preview of the Interview

Why Assessments Will Never Work for Some Companies

Sales Hiring Chronicles: The Doctor, The Drug Dealer and The User

The Sales Assessment Client Who Didn't Renew after All These Years

Top 10 Things - The First Minute of a Sales Candidate Interview

How Many Sales Candidate Assessments Does it Take?

How Frequently Do Your Salespeople Practice Selling?

What Makes Salespeople Stand Out from the Crowd?

Sales Selection- Would You Choose Bob or Mary?

The Sales Interview: When One Candidate is Actually Two

Will this Sales Candidate Really Fail if We Hire Him?

Hiring Salespeople Who Aren't Money Motivated 

Top 7 Sales Force Compensation Secrets

Where are All the Hunters and Farmers?

Assessment is Predictive of Performance

Why Can't We Hire These Sales Candidates?

Not Enough Hirable Sales Candidates

Ten Tips for More Hirable Sales Candidates

More Hirable Sales Candidates

A Behavioral Styles Assessment vs. OMG's Express Screen

The Correlation Between the Findings and Performance

Two Major Assessments Go Head to Head

Sales Hiring Efficiency

Using the Assessment without the Process

Assessments - When is Knowledge a Good Thing?

Sales Role Models

Challenges of Using an Assessment for Sales Selection

High Turnover on the Sales Force - What Does the Future Hold?

Not Enough Hirable Candidates Part 5

The Numbers Don't Lie - Why Companies Suck at Hiring Salespeople

Sales Assessment - More Accurate Than Sales Management Thinks

Sales Assessment - More Accurate Part II

10 Reasons for HR and Sales Management to Hire Winning Salespeople Using Assessments

Sales Candidates - Their Assessments Come to Life

Sales Assessments Come to Life Part 2

Yet Another Assessment Comes to Life

This Salesperson Was a Great Employee But We Wouldn't Hire Him Again

How Do You Find the Right Sales Candidate?

Hiring Salespeople is Like Signing Free Agent Baseball Players

Sales Candidates - How to Get the Ones You Want

Tale of Two Sales Candidates

Sales Candidates - How to Get the Ones You Want Part 2

Sales Candidates, Sales Compensation and the Number of Resumes

Interviewing the Sales Candidate - What's the Real Goal?

The Comprehensive 90 Day Orientation for New Salespeople

We Stopped Getting Resumes from Sales Candidates

Hiring Salespeople - Poor Phone Interview Comes to Life

Hiring Salespeople - Poor Phone Interview Comes to Life Part 2

Hiring Salespeople - Poor Phone Interview Comes to Life Part 3

Why Personality Tests Don't Predict Success - Reliability and Validation

A Sales Management Candidate Shows His True Colors

Can Sales Assessments Actually Predict On the Job Success?

Management Resistance to Topgrading the Sales Force

Top 10 Steps to Recruit Strong Salespeople

Top 3 Mistakes Companies Make When Hiring Sales Managers

More on Push Back from Sales Assessments

New Salespeople - Realistic Expectations

Sales Positions 5th Most Difficult to Fill

Helping New Salespeople Succeed

Landing the Candidate You Want

Fact Based Reasons Why New Salespeople Fail - Data Points

How to Hire a Great Sales Team

Hiring Former Fortune 1000 Salespeople and Sales Managers

The Lost Gospels - Most Sales Candidates Really Suck!

Sales Competencies and Case Histories from Using Sales Assessments - The Series

Many Recruiters Fear Sales Assessments

Sales Force Turnover and How to Deal with it

How to be More Effective Selecting Sales Candidates

Hiring Salespeople is Like Baseball Expansion

Take Empathy Out of the Sales Hiring and Selection Process

Top 5 Reasons Why the OMG Sales Assessment is More Predictive

The Sales Assessment as Crystal Ball

Misleading Statistics and Hiring the Wrong Sales Candidates

Tale of Two Assessments - Comparing Value

Personality Assessments for Sales - The Definitive Case Study

Identify the Perfect Sales Candidate for your Sales Force

Exposed - Personality Tests Disguised as Sales Assessments

Sales Assessments vs Personality Assessments Episode III - The PHD's Strike Back

Former IBM Pro Lashes Out Over Sales Assessment

Personality Assessments - They Still Don't Get it

Topgrading Pros, Cons and Sales Assessments

Don't Make Assumptions About Sales Candidates

Hire the Best Salespeople on the Planet

10 Lessons From the Sales Candidate Who Smelled Like He Peed on Himself

You Have an 82% Chance of Making a Hiring Mistake When...

Sales Assessment Comparison - Objective Management Group versus Devine

Bench Strength and a Hard Driving Sales Force

Stupid Choices in the Selection of Sales Assessments

Recruiting - 4th of the 10 Kurlan Sales Management Functions

What Makes You Think You Have a Sales or Recruiting Process?

3 Powerful Excuses for Maintaining Mediocrity in Your Sales Hiring

The Sales Assessment that Dave Kurlan Developed

The Pros and Cons of Hiring Green Salespeople

Salesperson ROI - How Long Must They Stick to Pay Off? - Part 1

The Top 5 Factors to Predict Sales Turnover

Case History - How Not to Hire Salespeople

Latest Sales Recruiting Breakthrough - Download the New White Paper

Top 10 Tips for Hiring Salespeople for Your Sales Force

Top 5 Sales Recruiting Observations of 2010

Bench Strength - The Key to Replacing Salespeople

Recruiting Strong Salespeople - The Sales Candidate Pipeline

Case History - Sneak Preview of a Sales Candidate

How to Refine Your Sales Candidate Pool and Selection Criteria

Sales Recruiting - How Long Can You Keep This New Salesperson?

Harvard Business Review Hit and Then Missed the Mark on Sales

Caliper and Selling Power Hit and Then Miss the Mark on Sales

Another Behavioral Styles Assessment Pretends to Assess Salespeople

Dicing, Shoveling and Training Salespeople

Did Your Salespeople Choose to Be in Sales?

How Four Variations Influence Sales and the Way People Make Decisions

Sales Performance - Does it Correlate with First Impressions?

Case History - Read the Latest Sales Assessment to Come to Life

5 Sales Hiring Mistakes and Fake Resume Claims