Why Hiring Decisions Should Be Based on Data, Not a Hunch

Using your intuition and “following your gut” can be beneficial at times. And as humans, it’s something we’re naturally wired to do.  In fact, research psychologist and author Gary Klein found that as many as “90% of the critical decisions we make are based on our intuition.” But when it comes to critical business decisions […]

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Published on Aug 9, 2020

How to Avoid Costly Sales Rep Hiring Mistakes

Hiring salespeople is typically among a company’s largest budget items, and the cost of a bad hire is immense. The average cost of a bad sales hire is more than $115,000, while the cost of a bad sales management hire can reach as high as  $3.5 million, as outlined in our recent blog post on […]

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Published on May 26, 2020

8 Qualities Of The Best Sales Representatives

Generating sales is not easy, yet the best sales reps understand the challenges of their job and are always at the top of their game. So, what qualities does a successful sales representative have that makes them a cut above the rest? Let’s take a look at the traits that help distinguish a seasoned salesperson […]

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Published on Mar 5, 2020

Use Sales Assessment Tests to Improve Hire Quality

Hiring is an art and a science. While first impressions are key, when it comes to hiring effective sales people, you need more than a gut instinct. You need a proven track record of success, a host of positive personality traits, the right selling skills, a fierce drive to succeed, and an organizational fit. You […]

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Published on Jan 23, 2020

Using Assessments to Develop Your Sales Team

When you have a high-growth business plan, you need a sales plan that can match it – one that will equip your reps to handle shifting market trends, meet evolving customer demands, and maximize effectiveness. Creating that kind of winning sales plan starts with an in-depth understanding of the current-state of your sales people, process, […]

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Published on Feb 8, 2019

Accelerate New Sales Hire Ramp-Up

Get actional tips to accelerate new hire ramp-up and maximize ROI.  Many sales organizations have a typical ramp-up time of six months or more for a new sales rep. Reducing the amount of time needed to get new hires up to speed and closing their first sale is key to maximizing an organization’s investment. But how […]

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Published on Dec 15, 2017

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