If Employers Were Houses on Halloween
Every neighborhood has houses kids remember on Halloween. Employers develop reputations the same way, based on what candidates actually experience during the hiring process.
Things Recruiters Hear That Scare Them
Some completely innocent candidate comments sound very different to an experienced recruiter. Here are the phrases that tend to make recruiters nervous and the problems they sometimes reveal.
8 Scariest Things a Sales Rep Can Hear
Sales reps have their own definition of scary. From “Can you hang back for a second?” to “Do you remember the sales conference in Denver?” Here are eight things guaranteed to get a rep’s attention
Salestober’s Zombie Pipeline
Q4 has a way of exposing the deals that have been living in the CRM long after the buyer disappeared. Here’s how sales leaders can identify the Zombie Pipeline and stop building the quarter around deals that may never close.
What to Do When You Learn an Employee Is Interviewing
An employee's tryout for the Portland Thorns exposed a double standard I didn't realize I had about job interviews. It changed the way I think about employees exploring other opportunities.
Handling Being Caught Interviewing
Getting caught interviewing doesn't mean you've done anything wrong. Here's how to respond professionally without apologizing for managing your career.
What CVI Profiles Tend to Perform Well at SalesFirst Recruiting?
Builder/Merchants, Merchant/Builders, Builder/Innovators, Merchant/Innovators, and Builder/Bankers have all performed well at SalesFirst. What differs is which parts of recruiting come naturally and which require discipline.
The Kind of Person Who Actually Enjoys Recruiting at SalesFirst
Not everyone who can recruit will enjoy recruiting. Adam Morris explains the traits, motivations, and working style that tend to fit SalesFirst, from autonomy and influence to competition, coaching, and performance-based compensation.
The Three Types of Account Managers (And Why the Difference Matters)
One company expects an Account Manager to prospect and close new business. Another expects exceptional customer service. A third wants someone who can expand existing accounts for years. Before you hire, make sure you know which role your business actually needs.
Why Most Sales Hiring Efforts Produce the Same Candidates
Most companies use the same hiring channels, which means they often end up evaluating the same candidates. Here's why sales hiring starts to feel repetitive and what changes when you expand beyond inbound applications.
When to Use Temp-to-Hire vs. Direct Hire
Temp-to-hire is not a cheaper version of direct hire. In many cases, the total investment is engineered to be the same. The difference is whether a company wants to make a permanent commitment immediately or create a defined period to validate the decision through performance.
Why Can't I Find Good Sales Reps?
If you're struggling to hire strong salespeople, the problem may not be the candidate market. Compensation, territory design, leadership, hiring processes, and role expectations often have a greater impact on recruiting outcomes than most companies realize.
Why Executive Searches Require Exclusivity
Executive Search is not built around candidate introductions. It is built around helping organizations make the right leadership decision. Here's why exclusivity is required when accountability extends beyond sourcing.
Why Strategic Searches Require a Down Payment
Strategic Search is built for leadership and high-impact roles where success cannot be accurately measured in the first few months. Learn why SalesFirst includes a down payment, a 180-day guarantee, and a different approach to evaluating long-term fit.
The Dog Days of Summer
Every summer, sales cycles slow down as decision makers rotate through vacations, delayed meetings, and fragmented schedules. The companies that maintain momentum during the dog days of summer are usually the companies that stay organized while competitors become reactive.
5 Questions to Ask Yourself Before Launching a New Product or Service
Many new products fail because leadership makes the wrong hiring and compensation decisions long before the first sales call. Here are five questions every business owner should ask before launching something new.
Don’t Delegate Agency Vetting to Someone Who Doesn’t Own the Role
If you want to evaluate a recruiting partner properly, involve the hiring manager early and get into the details of the role. That’s where real capability becomes visible.
Marcus Chan’s Revenue Vault Podcast with SalesFirst
Your first sales hire shapes everything that follows. Hiring the wrong archetype often creates turnover, missed quotas, and frustration that leaders mistakenly attribute to the individual instead of the system.
5 Ways Independence Day Feels Like Work (and 5 Ways It Doesn’t)
Nobody ghosts the grill. Grandma is fine. And somehow everyone can give a direct answer when burgers are involved. Fourth of July vs work.
Just Tell the Candidate the Truth
Most interview decisions are made before the conversation ends. When employers avoid being direct, they create unnecessary delays that impact candidates, recruiters, and revenue.