The Most Important Skill of Remarkable Sales Managers

There are many skills that a successful sales manager needs to have, but Pantheon VP Sales & Business Development Scott Crawford explains why one stands above the rest.

The Most Important Sales Manager Skills | OpenView Labs

Not every great sales rep is cut out to be a great sales manager. Just because you’re able to effectively close doesn’t mean you can effectively lead, and the fact is the qualities that spell success in each role are different.


20 of the Best Interview Questions for Sales Hires

We asked 20 top B2B sales leaders and experts for their favorite interview question to ask new sales hires. Find out what they said.

Best Interview Questions for Sales Hires | OpenView Labs

Asking candidates the right questions during a job interview is always important, but that’s especially true for sales roles. After all, these are people trained to pitch and spin for a living. How do you ensure you’re cutting through to the core competencies of each candidate, and filling up your team with A players who can truly deliver?

Below you’ll find a collection of favorite interview questions from some of the top minds in B2B sales — each designed to help you identify the top performers who will make a bigger impact and fuel your company’s growth.


Strictly Sales Episode 12: How to Get Past the “No Budget” Objection

In this episode of Strictly Sales, sales executive and educator Jeff Hoffman continues his teardown of the most common sales objections. This week’s target: “We don’t have the budget.”

Strictly Sales Episode 12: The No Budget Objection | OpenView Labs

If you’re a salesperson, getting rejected is a daily occurrence. Yes, you have to get used to it, but that doesn’t mean you have to like it, or settle for every “no” your prospects throw at you. In fact, many of the most common sales objections aren’t as final as you might think. As sales educator Jeff Hoffman explains, with the right reaction, you might be surprised by how often you can turn any excuse into an opportunity.


The Secret to Better Sales Hires as You Scale

No one has time or resources to waste on bad hires — especially in sales. How do you sniff out the best candidates? Force Management Managing Partner John Kaplan shares a simple secret for ensuring success.

A Better Sales Hiring Process as You Scale | OpenView Labs

As a sales manager at a startup or expansion-stage company, one of your most important responsibilities is developing and maintaining a healthy pipeline of incoming sales talent. Getting caught short-staffed at the wrong moment can be detrimental to your company’s momentum and growth. Worse, making a mistake and bringing on a single bad hire in a key position can set your company back by years.

So what can you do to ensure great hires, even as you’re scrambling to scale? 


photo by:

Sales Hiring Assessment: How You Should Actually Be Interviewing Top Sales Reps

For sales leaders at B2B SaaS companies, recruiting top talent isn’t just an ongoing challenge, it’s one of the most important parts of their role. Continuously hiring, managing, and retaining the right team can be incredibly difficult and time consuming — if you don’t have the right tools and processes in place to make it scalable, that is.

sales interviewing

While there are many ways to increase the probability of making great sales hires, one of the most effective practices is to place greater emphasis and focus on the interviewing process. Doing so helps you to more effectively identify candidates who align with your company and the role you are hiring for, avoid costly mis-hires, and create a more predictable, repeatable system for hiring success.


6 Uncoachable Qualities of Remarkable Sales Managers

There are many skills a sales rep can learn through experience, but there are also several that simply can’t be taught. Pantheon VP Sales & Business Development Scott Crawford outlines six uncoachable qualities to look for in your next great sales manager.

Follow The Leader!

Not every sales rep is fit to be a sales manager. Although there are certain skills most can pick up — like forecasting and pipeline management — there are also a number of innate qualities the best managers have that you simply can’t teach. In this video, Pantheon VP Sales & Business Development Scott Crawford breaks down six different qualities he looks for that a rep needs to have in order to be successful sales management material (including a fundamental love and desire to sell).


photo by:

Strictly Sales Episode 11: What to Do When Prospects Are “All Set”

In this episode of the Strictly Sales podcast, sales executive and educator Jeff Hoffman shares his tips for pushing through a cold call regardless of whether your prospect says they’re “all set.”

Strictly Sales Episode 11: What to Do When Prospects Are "All Set"

It’s the kiss of death on a cold call. Salespeople hear it all the time, “We’re all set.” So what do you do when you hear those three words?

No need to fumble awkwardly. In this episode of Strictly Sales, Jeff Hoffman explains how to turn that phrase into a “reverse close” that will leave even the most stubborn customers interested.


How to Build a Success Profile for New Sales Hires

Finding the perfect sales hire is a lot of work. Learn how John Kaplan of Force Management recommends  streamlining the process by building success profiles.

How to Build a Sales Hiring Success Profile | OpenView Labs

When it comes to sales hiring, many mangers may be basing their decisions too closely on how candidates have succeeded elsewhere, when they should be focusing on identifying strong indicators of success on their own teams.


photo by: