Now you’re a sales manager—congratulations! Next up: Your first 90 days on the job. This is an exciting but nerve-wracking time. To hit the ground running, you need goals and a plan for executing them. To help...

Adopting new sales technology is a big deal. Whether you’re looking to switch from non-VoIP to VoIP phone systems, get the latest sales engagement software, purchase or enrich a lead database, invest in...

Salespeople love numbers, period. So why is it that sales leaders often credit their gut when determining if someone will be a great hire? We interview salespeople differently depending on role, experience and...

According to some estimates, around 75% of venture-backed companies fail to provide any return to investors. A staggering 30-40% of startups liquidate all assets before folding completely. For many teams, this...

Economic downturns bring out challenges that not all businesses are prepared for. While each company is uniquely impacted by global events, it’s the customer-facing teams that often take the hardest blow. It...

As a sales leader, you want to on-board new hires quickly so they hit their quotas ASAP. The speed at which you do that is your sales ramp rate. What happens when that rate is poor? It’s a huge drain on...

As an Engineering recruitment firm, we care a lot about developer salary benchmarks. Although we have our own proprietary data, we decided to do a targeted analysis of salary averages in SF and NYC of the top...

One of the most common challenges with evaluating a sales job offer is the mystical OTE number. OTE (on-target-earnings) is the expected first year total earnings a person can expect in a revenue-generating...

Building an effective recruitment machine requires proactivity and thinking like a marketer. Because the best hires won’t just fall in your lap—at least not without some work. Most HR departments struggle with...

Cold calling has been a hot topic over the past few years. The advent of inbound sales tactics has left many salespeople scratching their heads, asking: is cold calling still an effective technique? But...

An Account Executive is responsible for closing deals and acquiring new customers. Although SDRs may identify potential customers, the AE brings them to the point of decision — and the account.  So when...