Hiring and Selection

// Finding and Selecting the Right Sales Talent

// Quick Takes on Hiring+Selection

May 28, 2019

Manage Smarter 71: Recruiting Top Young Talent (Encore)

This is a encore episode for the short Memo­r­i­al Day hol­i­day work week. Jes­si­ca Ogilvie, Ph.D. is an Assis­tant Pro­fes­sor of Mar­ket­ing at Mar­quette Uni­ver­si­ty and a researcher on top­ics includ­ing strate­gic issues relat­ed to front line man­age­ment, sales, and ser­vice. Most recent­ly she was award­ed the 2018 Excel­lence in Research Award by the Amer­i­can Mar­ket­ing Association's Sales Spe­cial Inter­est Group. In episode 29, we dis­cuss tips for recruit­ing on col­lege cam­pus­es, the dif­fer­ences between what Gen Z and Mil­len­ni­als are look­ing for from a job, and how to keep young tal­ent from job hop­ping.

May 16, 2019

Top Tips for Managing Workplace Gossips

Work­place gos­sip. You know it’s a prob­lem. Man­agers need to mon­i­tor what’s hap­pen­ing in the gos­sip chan­nel. It’s also key for them to screen out can­di­dates whose pen­chant for gos­sip is like­ly to make them tox­ic hires.

March 26, 2019

How to Master the Art of Interview Conversation

In some orga­ni­za­tions, it’s becom­ing trendy to screen job appli­cants by ask­ing them a pro­scribed set of ques­tions and noth­ing more. Oth­er orga­ni­za­tions are in such a rush to get peo­ple into posi­tions that they fail to dis­cov­er how well a par­tic­u­lar per­son will do at the com­pa­ny.

Jan­u­ary 3, 2019

What To Do About The Sales Rep You Shouldn’t Have Promoted

Carter Cast has uncov­ered the key rea­sons that good peo­ple — tal­ent­ed, moti­vat­ed, got-game peo­ple — run into trou­ble when they move from con­tribut­ing to man­age­r­i­al roles. This is fas­ci­nat­ing research, espe­cial­ly in the con­text of a sales orga­ni­za­tion where so many great reps fail to make the leap to suc­cess­ful man­agers.

Decem­ber 16, 2018

Manage Smarter 50: The Money Map Every Manager Should Show Employees

Michael Houli­han is the co-founder of Bare­foot Wine, now, the world’s largest wine brand. He, along with Bon­nie Har­vey, are con­sul­tants, inter­na­tion­al keynote speak­ers and New York Times Best­selling authors. In episode 50, we dis­cuss: the def­i­n­i­tion of The Mon­ey Map and why every man­ag­er should show this to their employ­ees; how to get employ­ees to under­stand where their salaries come from; how to iden­ti­fy and hire a “hus­tle” men­tal­i­ty; and the unique con­cept of a Two-Divi­sion Com­pa­ny (Sales and Sales Sup­port).

Octo­ber 14, 2018

Manage Smarter 42: Social Media is the New Cold Call

Lea Wood­ford is the Chief Exec­u­tive Offi­cer and founder of Smart​Fem​.com and Smart­Fem TV. Smart­Fem was cre­at­ed as a result of her many years as a pub­li­cist, colum­nist as well as a radio and tele­vi­sion per­son­al­i­ty. In this episode, we dis­cuss: how to pro­vide val­ue via cold call out­reach on social media — which is vital in recruit­ing new tal­ent, how smart tech­nol­o­gy is the path­way to fur­ther warm leads and the ben­e­fits of using Face­book Groups.

// Making the Case for Analytics in Hiring

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


72% of salespeople are unable to connect offerings to buyer needs/challenges


// Free Guidance from Leading Experts on Hiring Salespeople

// On-Demand Webinars About Hiring+Selection

// Interviews with SalesFuel Executives About Hiring Salespeople

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 Featured on The Bob Pritchard Radio Show on VoiceAmerica Business

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 Director of Sales