Sales Leaders: Look at Frequent Past Behavior

by | Jun 10, 2014 | Sales Motiviation

By Jeff Beals

The stakes are high when recruiting and hiring sales professionals for your company.  Your reps will make or break you.  Hiring the right ones will make you look like a hero.  Hire the wrong ones and you’ll find yourself sitting in a conference room answering unpleasant questions.

Given the pressure on sales leaders to hire quality salespersons, many resort to complicated selection criteria which include tests, assessments and other tools.  Many hiring tools are useful and can help a manager make a good decision, but there is one simple hiring criterion that might be more important than any other:

Frequent past behavior.

Nothing better predicts future behavior than frequent past behavior.  Examine a sales rep’s background carefully.  Ask pointed and investigative questions that uncover what kind of sales work he or she truly did in past positions.  Find out how they overcame adversity and still closed deals.  In previous jobs, did the rep have a tendency to be creative and come up with clever ways to save deals that were close to falling apart?

Ultimately, you must determine if the sales rep a “winner.”  The sales profession is a competitive field, and success in that field requires many of the same attributes athletes must possess in order to become champions.

The deeper you examine a prospective salesperson’s frequent past behavior the more likely you are to make a good decision.

Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to or email at or call us at (402) 637-9300.

Click here to subscribe to Jeff’s weekly articles! 

Click here to see sample videos of Jeff speaking to live audiences!  


Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. He delivers compelling speeches and sales-training workshops worldwide. He has spoken in 5 countries and 41 states. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.

To discuss booking a presentation, go to or send an email to

SOCIAL PROOF: How to get glowing testimonials & valuable referrals

Make sure your sales arsenal is stocked with this powerful FREE sales tool!


We are now recruiting for the Sales Leader Mastermind Group’s 2019-2020 class which will begin on Thursday, November 7, 2019.