Category Archives: Interviewing

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


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


Do You Have The Right Sales Manager?

As the Inside Sales Dude, I am often hired to fix a sales problem. The problem is “Our Sales Team isn’t selling enough!”

To fix this problem, I need to assess the people, processes and systems that make up Inside Sales.

I always start with the people. With the right people on the sales team, we can overcome most problems. With the wrong people, problems will multiply while your sales decline.

Today’s post will focus on determining if you have the Right Sales Manager.  Continue reading


Interview Questions for Sales Reps


“Will you sit on my lap” is NOT a good interview question

Here is a list of Interview questions that I use during the Focused Phone Screen and the Onsite Interview.

I will review this list before the interview and select a few questions to ask.

I also keep this list in front of me during the interview in case I forget to cover specific areas that require more investigation.  Continue reading