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Field Notes
Where Sales Strategy Meets People Strategy
Practical, research-backed lessons on hiring salespeople and sales leaders, paying them well, and keeping the good ones.
Structured Interviews for Sales Roles: Why They Work and How to Run One
The friendly chat feels like a good interview. The research says a structured one predicts performance far better. Here's how to build one for a sales hire.
Why Hiring on Gut Feeling Is the Riskiest Move in Sales Recruiting
The candidate who lit up the room is the one your instinct is worst at judging, and in sales that read is worse than useless. Here is what the research on gut-feel hiring actually shows, and the process that beats it.