When it comes to hiring top-performing salespeople, most leaders start with résumés, references, or personality scores. But before any of that, there’s one trait that predicts whether a person will…
When hiring salespeople, it’s not just about skills or experience—it’s about fit. Two key traits from the CTS Sales Profile help you predict whether someone will thrive in a fast-paced…
Hiring the right salesperson for the right role starts with understanding how they operate—especially under pressure. Two key traits from the CTS Sales Profile can give you powerful insight: Deadline…
Hiring great salespeople starts with understanding who they are—before they ever set foot in your office. Two key traits from the CTS Sales Profile can help you predict how a…
Over the past 30 years, something’s been quietly eroding the ambition of salespeople—and perhaps the American spirit itself. We’ve traded discomfort for convenience, challenge for praise, and effort for entitlement.…
“How are you?”“Fine.”We all know that’s rarely the whole truth. Most of us are skilled at managing impressions—especially during interviews. That’s why, as a sales leader or recruiter, you can’t…
Every sales leader faces this dilemma at some point: what do you do when your highest-performing rep is damaging the team culture? I recently spoke with a leader facing this…
One of the biggest hiring mistakes sales leaders make is failing to define their non-negotiables—the traits that must be present in every sales hire, no exceptions. These traits define your…
Have you ever seen a kid stand at the plate and strike out without swinging—again and again? Or watched a sales rep’s performance dip during personal hardship or after a…
Every sales team has a culture. The question is whether it’s shaped with intention or left to chance. As a sales leader, the most important influence on that culture is…
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