The Rule of 6

Our good friends over at SalesForce Search taught me something very valuable the other day.  It’s called “The Rule of 6”. “The Rule of 6” had relevance on a recent sales call I had with a prospect who needs to hire a new salesperson.  We discussed the role, and the...

Are You Hiring REAL Salespeople?

Have you ever hired someone who looked good, smelled good, and sounded good, only to later find that the only thing the person could sell was themselves? You’re not alone. Join the club. As a sales manager, one of your responsibilities is to hire people who will get...

Time Tested Interview Techniques

Fact: Using behavioral interviewing can increase by nearly 60% your chances of hiring the right employee. In fact, extensive research supports behavioral interviewing (i.e. using past performance as a reliable indicator of future performance) as the most effective...