Sales Hiring


November 18, 2020

Why Your Sales Reps Need Integrity

As a hiring sales manager, do you believe your reps need integrity? Merriam-Webster defines this quality as “trustworthiness and incorruptibility to a degree that one is incapable of being false to a trust, responsibility, or pledge.”

November 11, 2020

How to Show Real Commitment to DEI

As bad as 2020 has been, one good outcome has been business leaders’ awakening about how to show real commitment to DEI (diversity, equity and inclusion.) It’s not enough to support community initiatives about equality.

October 28, 2020

How to Hire for Curiosity and Agility

If you’re a sales manager tasked with hiring, you need to know how to hire for curiosity and agility. Those are the characteristics that allow your organization to excel in our current business environment of uncertainty and chaos.

October 7, 2020

Why You Should Shift Hiring Focus to Skills

When was the last time you reviewed the position description you use to hire sales reps for your organization? If it’s been awhile, you might want to consider rewriting the description to increase focus on skills, instead of college degrees.


The average economic cost of turning over a highly skilled job like sales is 213% of the cost of one year’s compensation

Center for American Progress citing 11 research papers

Organizations that consistently use hiring tools are 30% more likely to have confidence in their sales talent

CSO Insights

68% of salespeople plan to look for a new job within the next year


Open sales positions remain vacant for an average of 3.7 months with another 9.2 months to get new hires fully up to speed

CSO Insights

71% of salespeople are likely to accept less money to work on a team with a great culture


Higher sales rank corresponds to about a 15% higher probability of being promoted to sales management

Harvard Business Review

Most sales teams are over-reliant on their top talent with the top fifth bringing in almost 60% of revenues

CSO Insights

High ranking salespeople promoted to management average a 7.5% decline in their subordinates' performance

Harvard Business Review

87% of high-performing reps say sales manager competency is a top decision driver when considering a new job


Sales managers need an average of 7 months to terminate a poorly performing rep

2019 Voice of the Sales Manager study, SalesFuel



C. Lee Smith Shares How to Hire Smarter to Sell More in Challenging Times

C. Lee Smith Talks About Sales Coaching and Hiring in a COVID-19 Economy

C. Lee Smith Talks Behavioral Analytics on the Lorne Epstein Radio Show

'Leadership Strategies for Tomorrow's Leaders' Features SalesFuel CEO

C. Lee Smith Leads Off New Season of All Business Podcast with Jeffrey Hayzlett

SalesFuel CEO Talks About Rep's Role in the Customer Journey on "Crack the Customer Code"

C. Lee Smith Featured on WABC Radio in New York

SalesFuel CEO Appears on Take the Lead Radio

Topics covered on this page: Sales Coaching, Independent Sales Coaching, Customized Sales Coaching, Sales Coaching Strategies, Sales Coach, Sales Manager Help, Sales Management Training, Sales Increase, Revenue Increase, Sales Rep Improvement, Sales Improvement, Sales Time Management, Adaptive Sales Coaching, Closing Sales, Sales Assessment, Sales Rep Assessment, Sales Motivators, Personalized Sales Coaching, Sales Engagement, People Skills, Adaptive Learning, Learning Sustainment, QuickCoaching, Quick Coaching, Microlearning, Sales Candidate, Sales Candidate Assessment, Sales Turnover, Toxic Employees, Sales Success, Sales Recruitment, Sales Recruiter, Sell Smarter, Hire Smarter, Sales Aptitude, Sales Technology, Sales Traits, Sales IQ, Sales Tech

Every hire of a new salesperson is a gamble. Stack the deck in your favor.

— Lisa Rigsby, SalesFuel Vice President of Sales