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 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 […]

First one in,last to leave.

Monday, May 13th, 2013

First one there, last to leave… Isn’t it funny how we pull for the sales person who puts in the most time? We seldom criticize that individual, even when they have a bad month or two. Even when others are inconsistent, hard workers seem to score steadily. Have you noticed their work ethic keeps them […]

HIring Sales Candidates out of college?

Tuesday, March 12th, 2013

Hiring sales candidates out of college? better have a great training program and 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 […]

One Bad Apple

Monday, February 11th, 2013

A client called to share his story about his recent experience with office productivity. He said, “Our regular office manager took a couple weeks off sick. She has been complaining a lot lately and not feeling well.” I asked him how he replaced her for that time period and he said, “Hired a temp. And […]

Three Common Interview Mistakes

Monday, February 11th, 2013

1. Developing a 30-60-90 day plan at the initial interview! We often run into candidates who decide to do a 30-60-90 day plan on their first face to face interview. This is normally done without discussion with our firm as candidates desire to make an impression on the interviewer in a competitive environment. They feel […]


Tuesday, October 30th, 2012

I have an immedite need for sales executives from the custom research industry. We are working with the industry leader to source VP level and account executive level candidates. Work from home. If you have expertise in selling custom research to Government, Energy, Pharma, Telecom or Associations please email me your resume at

How do we differentiate true sales performers from pretenders?

Monday, October 22nd, 2012

How do we differentiate true sales performers from pretenders??? It seems every sales resume we review has superlatives describing the sales candidate’s past accomplishments. EVERYONE was Sales Person of the Month, the Quarter, the Year, the Decade, AND the history of the planet…! Sometimes sales, as in politics, is all semantics. Possibly those sales people […]

What do sales stars want?

Thursday, August 30th, 2012

What do Sales Stars want? It’s a wonderful sight to see stars on a roll and bringing in huge orders. Once those same top sellers are established and productive it is painful to lose them. Sourcing a replacement, training, strategizing over what accounts are assigned and when to grant them is time consuming, risky and […]

Pros and cons of working on straight commission.

Thursday, August 30th, 2012

The pros and cons of working on straight commission as opposed to a salary and bonus plan. We deal with this topic daily. Sure, who doesn’t want a high base salary to show up for work? It guarantees you can pay your bills and earn additional commissions so you can put some money away. Have […]

MOTIVATION is the key!

Friday, June 15th, 2012

MOTIVATION is the key to a successful sales employment match. SO, a fair question to ask is… How do we judge motivation levels of candidates??? Before I discuss HOW, isn’t it great to see someone who demonstrates excellence on the job? Whatever the job is, they seem to enjoy it and their energy level and […]

How is your sales leader managing to generate new leads and motivate your team?

Friday, May 11th, 2012

How is your sales leader managing to generate leads and motivate your team? I sold management-consulting services for a company that went from 19 employees in 1990 to 2000 in 2003. Their sales are now over 180 Million and EVERY DAY they have a sales incentive. Yes, every day. It is faxed to 500 virtual […]

Does your interview process include a sales presentation?

Friday, May 11th, 2012

Does your interviewing process include a sales presentation from the candidate? More and more of our clients ask sales candidates to present their past product or service before making them an offer. The setting normally includes final decision-makers. Many presentations are not completed once it’s obvious the candidate is proficient at interactive communication and speaking […]

Do sales people write great resumes?

Friday, May 11th, 2012

Do sales people write great resumes? Clearly, not always. Many of the top sales people we know are a little on the impatient side and don’t always provide details of what they’ve sold, who they sold it to and for how much. This basic information is replaced with sales activities performed at their previous employers, […]

What is considered “Bad Mouthing” in an interview?

Friday, May 11th, 2012

What do you consider “bad mouthing” a former employer and is it ever appropriate in an interview? In our daily interviews, we see this scenario often. The candidate says “I left the company because of their micro management philosophy. I couldn’t make a move that they didn’t scrutinize from changing my flight schedule to better […]

Do your sales people listen?

Thursday, October 20th, 2011

Whenever I shop for anything including clothes, services, or technology, I mentally evaluate the sales person’s presentation and selling skills. I guess I’m always prospecting for talent for our clients. While buying some jeans last week, I was approached by a very young, energetic sales guy at Nordstrom’s. He was new to the job. How […]

Who says cold calling is dead?

Thursday, October 20th, 2011

And…who says that COLD CALLING is DEAD? It is Frank Rambauskas, and yes, I bought his book. I was incredibly concerned from the title of his book that an activity I’ve done for 35 years is out of date and no longer viable to obtain new business. Since he shares his opinion openly, I […]