Ideal blog

AI for Recruiting: News, Tips, and Trends

The Top 5 Sales Careers Hiring In 2016

So you have a great mix of experience, talent and personality that is essential in any career in selling. Now it’s time to land that perfect job and start earning the big bucks. These are the top 5 sales careers hiring in 2016.

Good news—most sales careers have the potential to be amongst the highest paying professions in North America. According to a survey from The Bridge Group (2015), the average base salary of a B2B inside sales rep is $60,000 with an average on-target earnings of $118,000. This is extremely high. A salary of $118,000 makes sales more than twice the average salary for all other professions. Continue reading

7 Advanced Tools for Social Selling You Must Try Today

Sales professionals are increasingly using social media tools to network, connect with prospects and maintain relationships with existing contacts. Jamie Shanks has compiled a list of 7 social selling tools for us that he uses on a regular basis and highly recommends to other sales professionals and clients that he trains on social selling.

IFTTT

IFTTT (“if this, then that”) allows users to create “recipes” that are connected to social media tools to automate tasks and responses based on triggers. For example, you can set up a recipe if someone you’re connected to posts a new job on LinkedIn, you will automatically get an email to alert you. Continue reading

Are You An Introvert? Here’s How To Get A Job In Sales

I’ve always been very curious about the traits that seem to predict success in different industries. Sales is particularly interesting to me because most people (myself included) seem to first associate salespeople with car lots and extraversion. I asked the self-described “Sales Introvert” Alen Mayer, to shed some light on one of the most misunderstood traits in sales success: introversion.

Introverted people by their nature are considered to automatically have a dead-on-arrival status in the world of sales. However, this reputation is generally created and believed by people who have no idea who the most successful salespeople can be. More often than not, some of the leaders are actually self-admitted introvert types who have learned how to make their natural inclinations their strengths in the world of business. Continue reading

Exercising Your Ask Muscle: Ask For The Sales Job!

We are happy to feature Founder & CEO of TayganPoint Consulting Group, Joy Taylor. Joy partners with clients to make strategy happen – providing solutions in the areas of strategy, sales, process, program management, and change management.

Humble Beginnings

I got my first job when I was 16, working behind the counter of a Honeybaked Ham Company store in Clearwater, FL. At that age, regardless of gender, you’re on par with everyone else wrapping sticky pork shanks in tin foil and plastic netting. It doesn’t take a heck a lot of life skills to achieve your daily objectives and at the end of a shift, a young lady wields a gray mop exactly the same way that a young man does. Continue reading

Why I Quit My Comfy Job

I had finally done it. I landed my “dream job” in the capital markets at a huge national bank.

As a brand new MBA graduate, this was the job that everyone wanted to have. It was the “in” job at the time. I was making good money and my parents were super happy. But after 8 months, I quit. People thought I was crazy and would continually ask me, “Why did you quit?” My reasons for quitting had nothing to do with becoming an entrepreneur. Regardless of whether I got another job or started my own business, my reasons for quitting would have been the same. Continue reading

Why I Drive a Ferrari to Work

Ever since I can remember, I’ve always loved cars. I was one of those kids that had the Lamborghini Countach poster on my wall and dreamt about buying one one day. Today, I drive a Ferrari to work and I’m not shy about it. I get people asking me, “Is that the right thing to do? Is that the right message you want to send the rest of your team?

Forgetting the practicality (or impracticality) of driving a Ferrari every day, I completely disagree with people warning me against it. Here’s why.

Motivation

One of my life changing moments is walking to a university class one day and seeing an amazing blue Ferrari pull up in the staff parking. Continue reading

The Ultimate Sale: How a Startup is Acquired

When it comes to startups, the acquisition outcome is often the only thing that’s remembered.  When you read about an exit you typically only see the final number but not the actual process. As a founder of an acquired startup, going through the process was super interesting and eye opening.

My last startup was successfully acquired at the end of 2012 and most people heard about it from our TechCrunch article (that’s actually the only time we were in TechCrunch). I want to share the 12-month process that got us to an exit. Firstly, I want to make clear that we were never for sale, we were acquired. Continue reading

Entrepreneurship As Your First Job

I speak to a lot of students in their last year of university or college who are just dying to become entrepreneurs and start their own businesses. I see a common look of fear in their eyes. They repeatedly tell me, “I’m going to graduate soon and I don’t know what business I’m going to start. I need to get started ASAP or I’ll fall behind!” The advice that I give students all the time is relax! You don’t need to start a business right out of school. You have time. Don’t worry.

I think there’s a common misconception that getting a traditional job right out of school is a negative towards becoming an entrepreneur. Continue reading

Why Great Salespeople Beat A Great Product

Everyone loves having a great product and great salespeople. When it comes to B2B technology products, if had to pick one over the other, I’d pick having great salespeople over a great product any day of the week.

If history has taught us anything, having great salespeople and a great sales process is more important than having the best product. It doesn’t matter how good your product is in B2B, if you don’t have great salespeople (or at least better than your competition) you will be outgunned and defeated.

Coming from the startup world, my first company was at a huge disadvantage when we entered the game. Continue reading

3 Mistakes We’ve Made At Our 1 Year Old Startup

We just past the 1 year mark here at Ideal Candidate and it’s been a great ride so far! After our first startup was acquired, we went to work on Ideal Candidate almost immediately after the dust settled. Although we are second time entrepreneurs, we’ve made a bunch of mistakes (and will continue to do so). I wanted to focus on some of the mistakes we made as I find I actually learn a lot from both our failures and successes. We probably learn more from our mistakes, to be honest.

So without further ado, here’s our top 3 list of first year startup fails we’ve made. Continue reading

5 Sales Tactics To Crush Your Competition

I recently met with an entrepreneur who had an idea for a product that he wanted some feedback on. After hearing about his project I did a Google search and, sure enough, found a very similar product already available.

The look on his face told me that he was not happy to learn about this new competition. I had the opposite reaction, I was happy to find them.

Why?

Competition is a great thing to have. You need someone to beat. Monday night football would be boring if there was only one team in the NFL. You should want to destroy your competition. Continue reading

5 Tips To Successful Discounting In Sales

Everyone likes a deal. When I buy something I always ask for a better price than the list price. Well, okay, not everything – I don’t ask the grocery store checkout person for a better price.

But, grocery stores still do understand that people love discounts, it’s clear by the massive amount of coupon campaigns going on. There are television shows on discounting, and haggling for better prices is an expected part of the shopping process in some cultures.

As a sales rep or sales manager, should you negotiate or discount to win business? In most industries the answer is yesContinue reading

LinkedIn Sales Tips from an Actual Sales Coach

Instagram, Facebook, Snapchat, Yo! — I know, every week there’s a new social network you’re supposed to download (what happened to the good old days of MSN messenger?). Content marketers everywhere are telling you which one is better, the optimal profile for each one (guilty: LinkedIn Profile Tips For Salespeople: What Shaq Got Wrong), and how essential it is to brand yourself in 2014. But you’re in sales — you don’t have all day to spend “tweeting” — you need to sell something. Got it. My friend Marius from Tactical Sales Training has got a checklist for you. Continue reading

4 Moneyball Sales Hiring Tips From A New York Yankee

There are three things Patrick Antrim knows like the back of his hand: sales, leadership, and baseball. The New York Yankee turned sales coach shared with us his insight on the intersection between baseball and sales hiring.

4 Moneyball Sales Hiring Tips From Patrick Antrim

In baseball, teams have the privilege of knowing the performance of their players in advance. They believe talent acquisition is an investment in their business. They are clear about what they need, understand who would most likely succeed in their culture and invest in getting the data. Their best practices, made popular by the movie Moneyball, showed the world the power of data-backed decision making. Continue reading

An Inside Job: Workforce Planning With Mick Collins From SuccessFactors

Mick Collins knows workforce planning. Principal Consultant at SuccessFactors, Mick has seen the good, bad and ugly of predictive analytics. We’ve tapped into his wisdom for a special piece on one of hiring’s biggest pain points: recruiting internal candidates.

In his 2008 book “Talent on Demand”, Wharton School professor Peter Cappelli finds that the traditional approach to talent management, one centered on external hiring, is struggling to deliver the supply of talent matched to demand: “This reactive approach, which effectively relies on outside hiring, has begun to fail now…most employers began to realize that even when they hired experienced candidates, they were losing their own experienced employees out the back door”. Continue reading

Psychometric Testing Could Have Prevented Rob Ford As Mayor

Well, Rob Ford did it again (allegedly). Toronto now has the distinction of having an acting mayor that’s been caught smoking crack on tape not once, but twice (allegedly).

When you’ve been parodied on Saturday Night Livelampooned on The Daily Show, and featured on David Letterman’s Top 10 list, you know you’ve made it.

At Ideal Candidate, we’re big advocates of psychometric assessment and data-backed decision making. Although Rob Ford was democratically elected as mayor, let’s conduct a fun thought experiment on how psychometric testing could have prevented Rob from getting the job.

Here’s how Ford scores on four common characteristics of psychometric assessment:

    Conscientiousness: A public official representing the interests of millions of people needs to be conscientious: responsible, hardworking, and dependable.
Continue reading

Sales Strategy: Should You Hire Salespeople From Your Competitor?

Hiring a salesperson from a competitor makes sense. Your gut feeling tells you this person has the experience, connections and industry knowledge to hit the ground running and close more deals. But is that really what happens in practice?

I just read a thought provoking article by Norm Brodsky, who shed some light on the subject based on his personal experience and he said it’s a terrible idea. So what’s the right answer?

Norm brings up a few reasons why you would think to hire a salesperson from a competitor:

1. Saving time and money on training If you are hiring someone from a competitor, you would think their sales ramp up time would be much shorter— shorter ramp up equals lower training costs and more time actually selling early on. Continue reading

Predictive Analytics With Gabe Larsen: Why HR is Picked Last on the Playground

Remember the days of recess in elementary school? I would rush from the classroom to make sure I was first to the basketball court. Whoever arrived first got to be a captain, and the captains got to pick the teams.

All the boys and girls would line up, and the two captains would shout out who they wanted. If you were picked last, it was pretty embarrassing— even though the selection process was far from scientific.

Recently, Deloitte Consulting completed a study on the use of predictive analytics (using data to strategically guide your decisions) in the business world. Like the days of elementary school basketball, Deloitte lined up the different business functions and listed who was first and who was last. Continue reading

Is a Job in Sales For Me? Can Geeks Be Salespeople Too?

I was the typical nerd in high school. Talk to people? In real life? I preferred being on IRC (I hope I’m not the only one who remembers what that is). If you asked me back then if I ever considered a job in sales you would get a quick no.

Star Trek the Next Generation was my favourite show (well, it still is). I never skipped a class and always got good marks. I thought all salespeople were outgoing, smooth talkers and definitely not into sci/fi. Although being the typical geek growing up, if you ask me what I do now, I’ll tell you I am in sales. Continue reading