Hiring Sales Archives

Impacting Growth: American Bank Equipment Finance’s Success with Naviga

Posted on September 26, 2023September 26, 2023 by Alex Tallitsch

Background: American Bank Equipment Finance, a well-established financial institution with over 50,000 served businesses and $1 billion in funded loans, sought to diversify its business by building a new sales team to penetrate a different vertical. Sales Manager Michael Fletcher faced the challenge of finding qualified candidates for this newly created position to achieve strategic 5-...

U.K.-Based IT Company Expands Sales Team Internationally

Posted on April 20, 2021April 21, 2021 by caitlinhoward

sales recruiting for international companies

Hiring new sales reps for your team can be difficult, but that experience becomes even more challenging if you're expanding your sales team internationally. One of our valued clients, Bulletproof, needed to hire sales reps in the U.S. and knew they needed to partner with a company that had experience in sales recruiting for international clients. Keep reading to find out how Naviga Recrui...

10 Sales Interview Questions That Will Help You Reveal Top Performers

Posted on March 29, 2021March 30, 2021 by caitlinhoward

sales interview questions to reveal top performers

Hiring the right salesperson can substantially increase revenue, but it can be difficult to predict which sales candidates will be successful in the future and which ones will underperform. However, asking the right sales interview questions can help you reveal the top performers. Research from Steve W. Martin of the University of Southern California Marshall School of Business reveals wha...

What to Include In a Sales Executive Job Description

Posted on January 15, 2021April 4, 2023 by caitlinhoward

Finding and hiring new sales reps is a complicated task, but it becomes even more difficult when hiring a new sales leader. You want to make sure you hire someone who will help team members develop their abilities, but also set objectives and maintain firm control. One of the ways you can increase your chances of hiring the right sales executive is by creating a sales executive job...

How to Hire a Sales Leader That Fits the Role and Culture

Posted on February 19, 2020May 9, 2022 by caitlinhoward

Adding the right sales leader to your organization can help accelerate your company’s ability to grow and increase revenue. On the other hand, hiring the wrong sales leader can cost your company a lot of money and lead to a string of negative consequences. In order to make sure you hire the right person, it’s important for the interviewer to be able to determine whether a candidate is just good i...

Warning: You’re Losing Money by Not Hiring Sales Executives

Posted on December 4, 2019April 12, 2023 by caitlinhoward

There are a variety of reasons why sales reps fail, from bad company onboarding to a wrong cultural fit. But perhaps the number one reason sales reps are unsuccessful is a lack of sales leadership. This can be prevented by hiring sales executives that can train and lead your sales team. Not having strong sales leadership means you’re losing out on potential revenue from sales reps who ...

5 Tips for Hiring Tech Sales Pros

Posted on March 27, 2019May 9, 2022 by caitlinhoward

Today’s world is continuously changing. Over the past decade, technology has moved at a pace we’ve never seen before and has helped create new products and services almost daily. These advances in technology have not only changed the lives of consumers, but they’ve also opened up new opportunities for businesses. Technology companies are eager to get their solutions and products in front of the ...

How To Build a Candidate Pipeline For Future Hires

Posted on February 1, 2019January 20, 2021 by caitlinhoward

Building a "candidate pipeline" is a great way to form relationships with qualified candidates you may be interested in hiring when a new position opens up. Oftentimes, employers and hiring managers will have no more than two weeks notice to fill a position. This is nowhere near enough time to source candidates, interview them, and ultimately make an informed hiring decision. By creating a candid...

Your Top 5 Challenges to Building a Star Team… Resolved!

Posted on August 9, 2018January 12, 2024 by caitlinhoward

Building a star team is essential to growing your company and increasing your success. However, if you’ve ever tried to hire the perfect candidate for your team, you know it takes hundreds of hours, dedicated resources, and expertise to find the right fit. And once the candidate is hired, your job doesn’t end there. You then have to devote time to onboarding, ongoing training, and imp...

Growing Your Sales Team – Multiple Hires at a Time [Case Study]

Posted on November 15, 2017December 19, 2022 by caitlinhoward

Pryor Learning Solutions is a nationally recognized leader in the business training solutions industry with over 40 years of service and millions of satisfied customers. In recent years, the company has shifted its business development strategy from selling to individuals to focusing on opportunities within large companies. This strategic change has helped them increase their succes...

How a New Executive Sales Hire Positively Impacted Culture [Case Study]

Posted on May 5, 2017December 2, 2022 by caitlinhoward

As your company begins to grow and expand and even take on a new direction, it's essential to have the right leadership in place. Not only will these leaders help execute company goals, but they will also help shape the culture of your company. If you want to be intentional about the culture of your team, you need to be intentional about who you hire. Below is a case study from one of our valued c...

3 Things Salespeople Need to Know About Outbound Marketing

Posted on April 20, 2017January 5, 2021 by caitlinhoward

The marketing industry has already felt the disruptive impact of advanced technology on their profession. Everything from the way they reach out to customers, to the tools they use, even to the new marketing positions being created are all a direct result of these technological advances. And while the sales profession seems to be a few steps behind, they’re going through a digital transformation o...

How the Recruiting Process is Similar to the March Madness Tournament

Posted on March 31, 2017March 22, 2023 by caitlinhoward

March is quickly coming to a close and that means we are nearing the end of the NCAA March Madness Tournament. If you’re not familiar with March Madness, it refers to the Division I College Basketball tournament where 68 teams from across the nation have the chance to battle it out for the right to be crowned the next national champion. In a way, March Madness is a lot like the recruitmen...

3 Indicators You Should Replace Your Sales Rep

Posted on March 10, 2017April 28, 2022 by caitlinhoward

For many new sales reps, it can take up to six months to ramp up and find their stride before generating any revenue. However, there's a difference between when a sales rep is ramping up and when they're just not performing. So how do you know when poor performance suggests it's time to clean house? There are three key behaviors you can use to identify underperforming salespeople...

3 Resources You Need to Create a Talent Pipeline

Posted on January 19, 2017January 5, 2021 by caitlinhoward

Do you have a plan in place when one of your team members has to take an unexpected leave of absence or accepts a new position? Or are you left scrambling to find a replacement while trying to delegate extra work to your current staff? Instead of being left unprepared when situations like this happen, you can start developing relationships with passive candidates today to fill potential openings i...

3 Elements of a Competitive Compensation Structure

Posted on January 6, 2017January 5, 2021 by caitlinhoward

A competitive compensation structure is critical to the success of a growing business, but it’s often a difficult area for management to get right. Finding a structure that will motivate sales reps to perform at a high level, but not cut too far into profits is a difficult balance to achieve. There are three components that are essential in creating a competitive compensation structure. Implement...

How To Choose a Recruitment Agency for Your Hiring Needs

Posted on September 16, 2016January 5, 2021 by caitlinhoward

Finding the right recruitment agency to fit all of your hiring needs is easier said than done. Recruiting agencies can range from 2,000 to 2 employees, have multiple specialties, and may claim to be experts when they’re not. Fortunately, there are ways to navigate through this information and discover a recruiting firm that will be successful in finding you top talent. Identifying your needs, rese...

How to Make Your Company More Appealing to Top Sales Talent

Posted on August 19, 2016January 5, 2021 by caitlinhoward

Talented sales reps are in high demand and aren’t going to work at your company just because you’ve recruited and interviewed them. You need to show them why your company is the best place for them to work, and make sure they want to work for you just as much as you want to hire them. There are 5 key areas top sales reps routinely evaluate to see if the position and company are the right fit for t...

Avoid Hiring Regret By Asking Sales Reps About These Skills

Posted on August 4, 2016January 5, 2021 by caitlinhoward

Skilled sales reps have a lot of practice selling not only their product or service but also selling themselves. While this is a great ability for a sales rep to have, it can make interviewing one very difficult. Many times a sales rep will be hired based on their charisma and confidence during an interview, but when it come time for them to perform, oftentimes they’re unsuccessful. The best way t...

4 Tips to Boost Your Second Half Sales

Posted on July 6, 2016July 2, 2024 by caitlinhoward

We’ve reached the halfway point in the year which means it’s a good time to determine whether or not you’re on track to complete and achieve your annual goals. If your sales reps are underachieving, don’t start panicking just yet. There are many ways you can still make this a successful year and even exceed your sales goals. Here are 4 things that you can do now to help get ahead and star...

5 Ways to Attract Top Candidates to Your Open Positions

Posted on June 22, 2016March 25, 2021 by caitlinhoward

If your company doesn’t have a deliberate strategy to attract top talent, then you’re not getting the best candidates to apply for your open positions. Everything from your website to how your hiring managers speak to candidates should reflect your company's brand and mission. Here are 5 ways to improve your company’s talent attraction strategy and help influence top candidates to app...

3 Things to Look For When Hiring a Sales Leader

Posted on June 17, 2016January 5, 2021 by caitlinhoward

Having a top sales leader in place at your organization can positively impact both the sales team they lead and your bottom line. According to recent research, 69% of salespeople who exceeded their annual quota rated their sales manager as being excellent or above average. This strong correlation between great sales leaders and top performing sales reps makes it imperative for you to hire the righ...

Do I Have the Right Sales Candidate?

Posted on May 27, 2016January 6, 2021 by caitlinhoward

Interviewing a sales candidate and reviewing their resume is not always enough to determine whether or not they'll be successful in the position. However, if you wait too long to decide if a candidate is a perfect fit, you risk missing out on a potentially great candidate. While there are obvious predictors of sales success, there are also other predictors that can’t be found by checking dates and...

3 Hiring Challenges HR Professionals Will Encounter This Year

Posted on May 25, 2016January 6, 2021 by caitlinhoward

HR professionals face new hiring challenges every year to keep their company staffed with highly skilled employees. Advancements in technology, changes in the economic climate, and lack of talented candidates could all affect your ability to find and retain new employees. 2016 is already in full force so you may have already encountered some of these challenges, and if you haven’t, there’s a good ...

3 Attributes to Look for When Hiring Tech Sales Pros

Posted on May 20, 2016January 6, 2021 by caitlinhoward

There’s no question the tech industry is growing and with this growth comes an increase in the number of tech jobs available. Positions like developer and engineer are always in demand and highly recruited, but now tech sales professionals join the ranks too. According to a recent survey, when over 300 HR managers from US-based technology companies were asked to identify the positions that present...

3 Sales Leadership Tips You Can Learn from Great Basketball Coaches

Posted on March 30, 2016January 6, 2021 by caitlinhoward

We’ve reached the end of March and in a few days, we will find out which teams will be squaring off in the final game of the NCAA men’s basketball tournament. As the month-long tournament comes to a close, I can’t help but wonder what separates the top performing teams from the teams who exited early. While talented players, hard work and determination are the obvious answers, it’s also clear that...

How Recruiters Quickly Discern Top Talent in a Resume

Posted on February 12, 2016January 6, 2021 by caitlinhoward

After posting a new position on a job board or company website, you will often become inundated with resumes, phone calls and emails. It can be time-consuming and tedious to sort through the large volume of resumes and inquiries, even with a large staff. Use these three indicators to quickly discern top sales talent from candidate resumes and determine whether a candidate will move forward in the ...

How to Choose a Recruiting Firm for Sales Hiring

Posted on February 5, 2016January 6, 2021 by caitlinhoward

Finding the right salesperson for your organization is key to generating revenue and the overall success of your business. However, finding a talented salesperson is easier said than done. One way to ensure you find the candidate you're looking for is to enlist the help of a recruiting firm. Keep reading to learn how to find the best recruiting firm to fit your sales hiring needs. [slideshare id=5...

4 Soft Skills to Look For When Hiring a New Employee

Posted on January 8, 2016January 6, 2021 by caitlinhoward

Hiring a new employee is a complex process. The candidate needs to have the skills required to perform the job, the right experience level, and fit the minimum requirements. But when you have a pool of candidates who all meet these tangible requirements, it really comes down to the individual’s soft skills. You can interview an extremely talented designer who fits all the criteria but if they ar...

How To Craft a Job Description to Attract the Right Level of Sales Reps

Posted on January 6, 2016January 6, 2021 by caitlinhoward

When creating a job description for a new sales position, people often struggle with how many years of experience they should require for the position. Since every sales position varies, it’s important to figure out the right amount of experience needed for each specific job. Evaluating the job duties, work location, your budget, and your training methods can provide insight into how many years of...