Noticeable Trends in Candidates & Recruiting Sales Talent Over 17 Years

Thursday, May 19th, 2016

ENTITLEMENT ATTITUDE As we, enter into a political climate that is focusing less on substance and more on how much presidential candidates offer to “GIVE AWAY” or “PAY TO” US citizens who vote for them, I can’t help but notice a similar cultural shift in thinking with sales candidates in just the past few years. […]

Hiring Sales Candidates Out of College?

Tuesday, March 22nd, 2016

…Better have a great training program and lots of patience! In our world, hiring sales candidates with 2 to 7 years works better for retention and productivity. I’ve read that college grads in the last 8 years have taken longer to find a career than in the past. It seems college is stressful enough and […]

Newsletter January 2016

Thursday, January 28th, 2016

THE PHONE INTERVIEW How do your hiring managers set up their phone interviews? Does their secretary, receptionist or office manager schedule them? If so, you’ve taken away an opportunity to hear them ask for the appointment on an introductory call, something you’ll be asking them to do. Schedule your own appointments. The call should take […]

Happy Holidays from The McCandlish Group!

Thursday, January 21st, 2016

Happy Holidays from The McCandlish Group! Thanks to our incredible clients we’ve had a good year and are excited about 2016. The sales hiring market is still very active for this time of year. Sales candidates have many choices as we’re seeing start-ups and growth in many sectors. It appears we’ll be working through year’s […]

True Hunter

Saturday, October 31st, 2015

McCandlish Minutes Mike McCandlish, Founder 614-429-4320 mike@mccandlishgroup.com www.mccandlishgroup.com   Hello ALL! Know how to find a true hunter? Our firm specializes in this area and 90% of client requests are for hunters rather than farmers. The reason is that hunters, or door openers, make it rain. There are way fewer hunters out there than farmers. […]

What I Love About Sales…!

Tuesday, October 6th, 2015

Sales is the one discipline that earns what they are worth. That is why our vetting includes the question, “What have you earned the past couple of years?” Some candidates ask, why is that relevant? Sales people price themselves in the market by what they actual earn, not what they think they are worth.  It’s […]

Consider Compensation to Keep Your Sales Superstars 

Friday, August 21st, 2015

In your company, are the sales people all compensated equally? I often hear that, “we offer consistent compensation to level the playing field as we don’t want our people to find others on the team are earning a higher base salary and commission opportunity. We want to avoid turnover in the sales division.” Typically, that kind of statement comes […]

How Powerful is Storytelling in an Interview… VERY!

Tuesday, July 28th, 2015

Sales hiring managers are listening for good storytellers as they know customers will be listening as well. Storytelling is a recognized skill and top sellers have mastered it for their benefit. I’ve read that people retain 65 to 70% of information shared via a story versus only 5 to 10% of information conveyed through statistics. Storytellers are […]

This IS a Candidates Market

Tuesday, June 2nd, 2015

Yes it’s true. What used to be a 43 day time period of a start to finish executive level search has evolved unfortunately into a 90-120 day much longer time period. This is not good news for recruiting firms. In the last year we’ve been unable to generate enough urgency for clients to move, even after […]

Are You A Sales Company?

Wednesday, April 29th, 2015

When evaluating your sales, there are just a few questions to think about before you run that first posting or ask recruiters to assist. Before you generate questions to ask sales candidates and managers, please review some thoughts to evaluate yourself as a sales company. Top producing sales people are drawn to companies that have […]

Internal References for Potential Outside Candidates… Are They Accurate?

Tuesday, March 10th, 2015

Every time I contact a candidate for a client company they say “who is the company you are working with on the search?” After I tell them they say, “Oh, great, I know someone over there. They will give me a good reference. ” Then… I cringe. WHY…when it’s great to have a mutual party […]

Words to Live By

Saturday, December 27th, 2014

As we wrap up our searches for 2014, we wanted to share a few inspiring words with our readers to ring in the new year.  One of the most inspirational people to have lived, Zig Ziglar left a deep impression on millions of people during the course of his life. He was called the “Master of […]

Steve Jobs was often quoted on how to hire. Here, we share his philosophy in our newsletter…

Thursday, November 6th, 2014

It’s All About Hiring Steve Jobs: Hiring the Best Is Your Most Important Task Excerpts from In the Company of Giants: Candid Conversations with the Visionaries of the Digital World The story of Steve Jobs is the story of a young college dropout who sojourned to India in search of purity and enlightenment, returned to […]

Know Exactly What You Want In a Salesperson

Tuesday, July 22nd, 2014

When you post your job opening, you’ll likely end up with numerous candidates who will not be qualified for your requirements. Before you go through the qualified applications, make up a list of your desired qualifications (over and above the minimum requirements from the job opening) and use the list to prioritize the applications. Prepare […]

How Long Should Sales Executives Stay At Your Company?

Friday, May 30th, 2014

Let’s look at this from the employee’s perspective. There’s a point where staying too long at one place can raise questions about how they will adapt to new environments. Typically that is between 5-15 years. The concern is that the employee will be stuck in the company’s systems and processes and lack exposure to a […]

Sales Hiring in the Current Candidate’s Market

Tuesday, March 18th, 2014

GOOD NEWS! Companies are hiring sales people again… Not so GOOD NEWS, it’s harder to find them. Many managers are agreeing that this is the toughest hiring market in 10 years. The time to hire metric is expanding beyond a comfortable time frame. Some ask, how can this be since our national unemployment rate is […]

Does Your Sales Team QUALIFY for Success?

Friday, December 27th, 2013

In our industry, and most likely yours as well, qualifying new clients is where the sale starts. Prospective clients know why you are asking pointed questions before starting a working relationship. This process seems analogous to fishing and throwing the little ones back in. The process should begin with targeting clients you know to be […]

Hiring Candidates to Match Company Culture

Thursday, September 5th, 2013

What’s more important… a variety of selling skills and personalities on your team or having one cultural match for all? Some say BOTH, but from our sales hiring experiences, most of our clients look first for the cultural match. The smaller your business the more likely you are an expert in your field, so transferring […]

Is Bad Mouthing Ever Appropriate?

Friday, July 26th, 2013

One question we ask in our interview process is “What does your present, (or last) employer think of your work there?” We want to hear what they may say to our clients. We know that hiring managers are listening for whether dissension existed with the candidate’s last employer and how the sales person handles the […]

The Phone Interview

Wednesday, May 15th, 2013

McCandlish Minutes Mike McCandlish, Founder 614-429-4320 mike@mccandlishgroup.com www.mccandlishgroup.com The Phone Interview… A quick scorecard system from The McCandlish Group Do you set your own phone interviews? If you do not, it’s a big mistake. You’ve taken away an opportunity to hear candidates ask for the appointment on an introductory call, something you’ll soon be asking […]