Almost every entrepreneur that I meet who has a B2B sales force asks me some version of the same question: “Can you tell me how to pick sales reps who will actually perform?” Yes, I can. But before I ...

Great sales reps require a few extra interview questions. “Remember, they’re interviewing you as much as you are them,” notes expert sales training coach Barrett Riddleberger. In this column, ...

Begin the interview with an open-ended question, such as "Tell me about your call-center work experience." Ask candidates about their experience at all levels within the call center or sales ...

It can be tough to evaluate a potential salesperson in an interview -- I fully expect them to be good at selling themselves. But what I look for -- and what I advise our clients to do -- is to ...