Category Archives: Hiring

How to Get Hired for a Good Sales Job

Surprisingly, I was never offered a job because of my stunning good looks.

I know how to get hired in Sales. 

I’ve been hired as a rep for 8 times (& a manager 5 times). I’ve received at least twice that many offers that I’ve turned down.

Contrary to conventional wisdom, only once did I have an inside “connection” who helped me get an interview.

I never brought a “rolodex of C-level contacts”.  Sometimes, I was even entering an entirely new industry, region, or market selling something I had never sold before. Usually I did not meet all of the job prerequisites.

Today I am going to tell you how I did it, and more importantly, how you can too.

(Hint…it wasn’t my stunning good looks.) Continue reading


Using to Find Sales Reps

This week, a woman from Massachusetts won the $787M Powerball jackpot. The odds of one of us winning the next big powerball jackpot are 1 in 292,000,000.

We have better odds of being struck by lightning, killed by a shark or injured by a toilet.

Luckily, the odds are much better for finding and hiring good sales reps.  Continue reading


The Truth About Setting Sales Quotas

Setting quota is less scientific than you think.            (Photo by Scott Rodgerson via Unsplash)

Many of us have received our quota and thought, “Where the $#@&! did this number come from?”

Today, you will learn the truth.

I’ll shed some light on how quotas get created, how they are assigned, and what you can do about it.

You may be surprised.
Continue reading


Creating an Effective Commission Plan

As a sales professional, I have been paid for sales results my entire career.

Specifically, this included a salary + commission.

As a recipient of commissions, as the administrator of commission plans and as the creator of commission plans, I have learned that the best plans follow two rules:

  1. Keep it SIMPLE.
  2. Be Generous when Rewarding Top Performers.

Below is how to create a commision plans that works. Continue reading


How Much to Pay a New Sales Rep

Photo by Fabien Blank via Unsplash

Let’s talk money.

Today, we’re going to discuss real-world pay rates for Inside Sales Reps.

Although I have decades of experience hiring sales reps, I won’t be sharing anecdotes about the “good old days” when we made peanuts compared to today’s Millennials, worked longer hours and then walked home uphill through 2 feet of snow.

Instead, to keep the data relevant, I’m going to share the numbers I’ve seen in the past 12 months. During this time, I’ve been involved with hiring more than a dozen sales reps across 6 different companies. In addition, I’ve spoken to more than 20 sales managers who were actively hiring reps.

Here’s what I’ve seen. Continue reading