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Transform Your Workplace

The Transform Your Workplace Podcast covers everything you need to build a great workplace. Industry experts, thought-leaders, HR experts and entrepreneurs join us to discuss big ideas that can transform your organization. Each week we cover a new topic, ranging from HR, communication and culture to business growth, leadership and workplace trends.Access more episodes, subscribe, and learn more. 

Jul 31, 2015

Returning guest, Jan Foster, of Performance Resources, Inc, joins the Human Resources for Small Business podcast to discuss recruiting and hiring the perfect sales person for an organization.

During the episode, Jan and Brandon discuss common challenges with hiring sales reps, behaviors to look for in the perfect hire, interview questions to ask, whether you should hire for culture or skill, and much more. 

You can contact Jan Foster at



Common variances between sales roles (as referenced in discussion):

  • Company size
  • Startup, emerging, established organization
  • Collaborative vs. confrontational culture
  • Self-directed vs. micro-management
  • Supportive (resources) or self-reliant environment
  • Formal training vs. on-the-job
  • Hunter/farmer/both
  • Type of buyer – CEO/VP (decision maker), purchasing, maintenance, etc.
  • Target client industry - industrial vs. professional organization
  • Software vs. hardware
  • Services vs. products
  • Value sale vs. commodity
  • Concrete vs. conceptual sales
  • Size of sale – millions, hundreds or dozens of dollars
  • Sales cycle – enterprise long-term, transactional