Posts by Ed Shineman
Insider’s guide for recruiting high-performing sales account managers
As featured in ERE Daily A senior sales account manager bolts your organization for a competitor – leaving your largest client exposed. Posting the job on LinkedIn or Indeed will mean months of resume parsing, interview staging, reference checking and offer haggling. And months to onboard your new hire on your product set, internal supply…
Read MorePersonality tests can have unintended consequences
Beware of using personality tests in a work group setting. There is potential for misleading findings and group conflict. See our real-world examples.
Read More4 inside sales rules that beg to be broken
It’s a new inside sales world, thanks to web conferencing, document sharing and other virtual collaboration tools. So you’ll want to rethink these 4 traditional inside sales rules.
Read MoreHow sales “hunters” stalk their prey
The 6 key attributes top performing new business development specialists have in common.
Read MoreWhen to consider a sales talent assessment test. And when it’s wiser to avoid it.
Properly applied, a quality sales assessment test can be a powerful workforce decision support tool. Used haphazardly, it may result in more harm than good.
Read More5 secrets for recruiting sales talent right out of college
Properly selected, new college graduates can be a great source of sales talent. Here are 5 recruiting secrets to take the risk out.
Read MoreTurn service reps into bench strength for your inside sales team
Immediately fill inside sales vacancies with can’t fail talent. Here’s how.
Read More6 traits top-performing technical sales support pros have in common
Over the course of assessing more than 400,000 sales professionals, here are 6 attributes top-performing technical sales support pros have in common.
Read More5 reasons to think twice before you promote a rep to sales management
Just because a rep is knocking the ball out of the park in their current sales position, don’t assume they’ll necessarily be happy or successful in a sales manager role.
Read More10 reasons you can’t trust many sales resumes
Is your candidate a sales prodigy or a paper tiger?
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