The Science For Why Most Companies Fail at Hiring Great Reps
Most companies think they have a sales hiring system. An ATS, a few interviews, maybe a personality test. But let’s discuss why companies fail at hiring sales reps. Here’s the…
Top Interview Questions to Assess Conscientiousness and a Growth Mindset
The #1 Trait to Identify in Sales Interviews: Conscientiousness When it comes to recruiting high-performing, coachable salespeople, most leaders focus on talent, personality, or intelligence. But those aren’t the strongest…
How to Measure Growth Mindset in Interviews For A Great Rep
In our last article, we explained what a growth mindset is—and why it matters in sales. Now, let’s answer the critical follow-up: How do you measure it before you hire?…
Growth Mindset vs Fixed: How to Find High Growth Salespeople
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…
The 2 Traits That Will Powerfully Help to Close A Sale Fast
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…
Two Traits That Help Close Sales at the Right Pace
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…
How Deadline Motivation + Recognition Drive Powers Up Prospecting
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…
How to Ask Layered Questions to Find The Truth You Want
“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…
The 5 Non-Negotiable Traits for Every Sales Hire
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…
How Recruiting Optimistic Sales Reps Leads To Higher Sales
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…