Interviews work both ways. While the company evaluates whether you can do the job, you should evaluate whether the company deserves your talent. Missing red flags during the interview process often leads to regret. According to Glassdoor research, 86% of job seekers research company reviews and ratings before applying, and they read an average of… Read more »

Getting a job offer feels great, but accepting the wrong one can set your career back years. In sales, where your success depends on factors like territory, quota, product-market fit, and leadership, choosing poorly has real consequences. A BambooHR study found that 44% of new hires have regrets within the first week, and 70% decide… Read more »

Most candidates don’t negotiate job offers, and they leave significant money on the table because of it. In sales, where compensation directly reflects the value you bring, failing to negotiate is especially costly. The good news: negotiation works. A Fidelity Investments survey found that 85% of Americans who countered on salary, benefits, or other compensation… Read more »

The difference between candidates who get sales job offers and those who don’t usually comes down to preparation. Hiring managers can spot an unprepared candidate within minutes, and in sales interviews specifically, showing up without having done your homework signals exactly what kind of rep you’d be: one who wings it instead of doing discovery…. Read more »

Your sales resume has one job: get you an interview. That’s it. It doesn’t need to tell your entire career story or showcase every deal you’ve closed. It needs to convince a recruiter or hiring manager, often in under 30 seconds, that you’re worth a phone call. The resumes that accomplish this share specific characteristics:… Read more »

Sales training and coaching are often conflated, but they serve different purposes. Training teaches skills and knowledge. Coaching develops those skills through ongoing practice and feedback. Most software companies need both, but the question is when to invest in dedicated headcount versus relying on managers or external resources. According to RAIN Group research, a seller… Read more »

A hiring scorecard transforms your sales interviews from gut-feel decisions into structured evaluations. Instead of debating whether a candidate “felt right,” your team rates candidates against specific, predefined criteria. This approach leads to better hires, faster decisions, and fewer expensive mistakes. According to Google’s hiring research, structured interviews are more predictive of job performance than… Read more »

Economic downturns change the calculus for sales hiring. Budgets tighten, sales cycles lengthen, and the pressure to get hiring decisions right intensifies. But down markets aren’t just about cutting costs. They can also be opportunities to hire talent that wouldn’t be available in boom times. According to Capchase’s B2B SaaS Sales Report, 66% of SaaS… Read more »

Scaling a sales team is one of the highest-stakes decisions a software company makes. Hire too slowly and you leave revenue on the table while competitors gain ground. Hire too fast and you burn cash on reps who don’t have enough pipeline to work, crushing morale and efficiency. According to The Bridge Group’s research, the… Read more »

Remote sales has gone from exception to norm. According to HubSpot research, 71% of SaaS sales teams now work remotely at least some of the time, up from just 10-15% in 2015. The pandemic accelerated a trend that was already underway, and most companies have settled into permanent remote or hybrid arrangements. For software companies,… Read more »