Force Management

JUNE 8, 2022

How can you own the talent management process to make your people your sales organization's biggest competitive advantage? In this era of mass resignations and global hiring, it's critical for sales leaders to take ownership of their talent management process. Your most important asset is your people.

Entertainment 116

Entertainment Sales Process 116

Force Management

JULY 14, 2021

Build a process you and your managers can leverage to make your B2B sales talent a competitive advantage. The remote and hybrid work environment provides companies the opportunity to hire talent with fewer geographical restraints creating the ability for leaders to expand their talent pool.

B2B 142

B2B Sales Process 142

Miller Heiman Group

OCTOBER 7, 2020

What is the #1 obstacle preventing sales organizations from reaching their goals in the current crisis? Talent gaps within sales and sales management teams. The sales world is changing, but not everything is changing at once. The sales talent you need. The sales talent you have.

Sales 104

Sales Closing 104

Predictable Revenue

NOVEMBER 15, 2023

Collin Stewart discusses the emerging trends in sales recruitment with Brisa Renteria, CEO of Improved Growth The post Rethinking Sales Talent Acquisition with Brisa Renteria appeared first on Predictable Revenue.

Sales 52

Sales Growth 52

Sales Pop!

JULY 3, 2023

Hunting the top talent for your sales team requires putting in some elbow grease to scout, choose, and onboard a perfect match. A typical hiring process would involve a job description, must-have experience, and also knowledge of various sales techniques. But what would motivate a sales professional to join your company?

Sales 52

Sales Technique Commission Construction 52

Anthony Cole Training

APRIL 24, 2020

In this blog article, we discuss the similarities between the NFL Draft and hiring better salespeople and increasing sales. Like the draft, sales managers must do their best to discover if their potential candidate is a fit not only for the particular sales role, but the organization as well.

Growth 182

Growth Sales 182

Predictable Revenue

MARCH 21, 2022

These tips will help you build a diverse outbound sales team, ensuring your company finds the best possible talent while complying with local laws and regulations. The post Hiring Sales Talent Internationally: Soft vs. Hard Skills appeared first on Predictable Revenue.

Sales 59

Sales 59

Highspot

SEPTEMBER 10, 2020

With the war for sales talent at an all-time high, scaling your team with top performers is a tall task. Talent can be homegrown. Through a formal sales development program, you can not only strengthen your talent pipeline, but also empower the next generation of leaders and secure sales success at scale.

Pipeline 69

Pipeline Drivers/motivators Negotiate Sales 69

Anthony Cole Training

FEBRUARY 9, 2024

Many companies are struggling with finding talent in today’s environment, and it is particularly difficult to find top-notch sales management talent. Unfortunately, most sales managers have no formal training in leadership, management and coaching skills, so how do you find the right person?

Drivers/motivators 257

Drivers/motivators Sales Clients Technology 257

Anthony Cole Training

MARCH 29, 2024

Putting the best people in the right seats is the biggest problem identified by most business execs, especially as it applies to critical sales roles. What can your firm do differently to attain better results and attract top talent?

Sell 264

Sell Sales Drivers/motivators 264

Miller Heiman Group

NOVEMBER 20, 2019

Advancements in technology have changed the way sales organizations recruit and hire their sales force. The 2019 World-Class Sales Practices Study revealed that just 32% of organizations believe they have the right people in place to meet their business goals, and only 24% assess why their top performers are successful.

Quota 67

Quota Sales Education Up-sell 67

Predictable Revenue

APRIL 30, 2020

How do recruiters – key pieces to building a sales team – source talent for their clients and themselves? Jamie Scarborough from The Sales Talent Agency walks us through the ins and outs of sales recruiting.

Sales 85

Sales Clients 85

Partners in Excellence

DECEMBER 17, 2018

Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. How do we structure the sales organization to be most efficient? How do we reduce the variability in sales people and what they do, creating the lowest cost ability to acquire customers. They have no preference of digital, sales, or any other.

Assembly Line 88

Assembly Line Pitch Sales Growth 88

Partners in Excellence

FEBRUARY 27, 2019

I wrote The Coming Sales Talent Crisis , focusing on the struggles our customers face in their buying journey. Helping our customers requires new sales skills. ” They are referring to the data that we see about the revolving door of sales talent we see in too many organizations. This process is complex.

Sales 73

Sales Consult Start-ups Growth 73

Membrain

NOVEMBER 25, 2018

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.

Sales 109

Sales 109

Salesfolks

APRIL 25, 2024

In the face of economic recessions, businesses often find themselves in a precarious position, forced to navigate the challenging waters of maintaining or even growing sales with limited resources. One solution is the strategic use of on-demand sales contractors and virtual sales teams.

Growth 52

Growth Strategize Sales 52

Anthony Cole Training

JANUARY 25, 2024

The dream of every dedicated sales leader and the key to achieving sales team excellence is understanding what drives and inspires their people to perform at their highest potential. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best?

Drivers/motivators 273

Drivers/motivators Sales 273

Sandler Training

NOVEMBER 6, 2020

Quick quiz for sales leaders: Over the past three working days, how many total hours did you devote to expanding your pipeline of qualified sales applicants? The post Grow the Sales Division – By Improving Your Talent Pipeline appeared first on Sandler Training.

Pipeline 69

Pipeline Sales Technique 69

Sandler Training

DECEMBER 10, 2019

Discover the hidden ROI of training top sales talent. The post The Hidden ROI of Training Top Sales Talent appeared first on Sandler Training. Ongoing, modern training is one of the biggest investments you can make in your people.

Sales 59

Sales 59

DoubleDigit Sales

FEBRUARY 24, 2022

The post How to retain your sales team through the war on talent [Infographic] appeared first on DoubleDigit Sales.

Sales 52

Sales 52

Miller Heiman Group

SEPTEMBER 16, 2019

Your organization’s future depends on the quality and performance of your sales talent. Buyers agree with this dismal appraisal of sales talent: less than a quarter of buyers see sellers as an important resource to help them solve their business problems. The Sales Talent Problems that Cost You Most.

Quota 50

Quota Territory Government Sales 50

Understanding the Sales Force

OCTOBER 24, 2018

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.

Sales 93

Sales Pipeline Process 93

Membrain

DECEMBER 23, 2018

Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. I just read a provocative post. It’s an interesting view, in the spirit of “Yes, and.” I’d like to add to the discussion.

Sales 81

Sales 81

Force Management

APRIL 18, 2024

Top sales teams differentiate themselves with a proven system for finding and attracting elite talent. Making the move from sales rep to manager is a common career pathway. Here are six attributes to look for in sales manager candidates: But landing strong candidates is only the first step in the journey.

Promote 127

Promote Follow-up Sales 127

Miller Heiman Group

AUGUST 15, 2019

Then you can turn to your existing sales force—the middle 80%—and focus on developing them with this data, unearthing “hidden gems” already working for you. Here are four steps to take to find the hidden sales talent among your current sales force. Take the Sales Performance Meter. Invest in talent assessments.

Cross-sell 78

Cross-sell Quota Territory Sales 78

Partners in Excellence

JANUARY 8, 2018

Talent, that is attracting, growing/developing, retaining great talent is critical to sustained sales performance. Surprisingly, talent management doesn’t get the necessary attention from sales management and sales enablement. Talent management must be a top priority for Sales Leaders/Management.

Sales 49

Sales Sales Support Sell 49

SalesPop

APRIL 2, 2021

As a sales manager, your job is to adapt to everyone and to get valuable insights into their personality so that you can help them. For example, asking about yesterday’s sales or the favorite client can give a plethora of information about what one likes and dislikes. Everybody is unique about what frustrates and delights them.

Sales 64

Sales CRM Pipeline Growth 64

Force Management

JANUARY 16, 2020

As many of you know, I am a huge college football fan. I love the National Championship game (and playoffs) regardless of who is playing because there is so much “life” going on during the games. This week’s game between LSU and Clemson was no disappointment. Many of my friends turned the game off in the third quarter when LSU went up by ten.

Gaming 79

Gaming Sales 79

Force Management

FEBRUARY 28, 2024

Leading your organization to sustained revenue growth begins by honing your greatest asset: your talent. A great talent development strategy begins when you identify and codify the behaviors that drive your core business objectives.

Growth 107

Growth Customers Sales 107

Engage Selling

JULY 29, 2015

You are not alone, many of our client confide to me that they are lost when it comes to retaining young talent. Today is part one of three, where I will outline the top tips for keeping your millennial talent in place, and accelerating sales. What really motivates millennial sales teams? […].

Drivers/motivators 88

Drivers/motivators Clients Sales Up-sell 88

Miller Heiman Group

SEPTEMBER 19, 2018

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4

Territory 57

Territory Cross-sell Construction Sales 57

Understanding the Sales Force

FEBRUARY 11, 2014

Understanding the Sales Force by Dave Kurlan Well, are you? There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. For sales, there are quality tools that can be utilized to help with sales selection.

Sports 105

Sports Sales Strategize Drivers/motivators 105

Miller Heiman Group

SEPTEMBER 20, 2018

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4

Territory 55

Territory Cross-sell Construction Sales 55

Score More Sales

FEBRUARY 27, 2014

Looking for great sales talent? Working to keep the great talent you have put together? A panel of sales hiring and retention experts spoke yesterday at the AA-ISP Boston Chapter event. (If If you are not aware, the AA-ISP stands for American Association of Inside Sales Professionals). It is easier said than done.

Inside sales 89

Inside sales Sales B2B Pipeline 89

Miller Heiman Group

FEBRUARY 21, 2019

Sales leaders do not want to make mistakes when hiring new members of their sales team. In 2018, just 54 percent of all sellers met their sales quotas, according to CSO Insight’s 2018-2019 Sales Performance Study. Sales leaders know what attributes they need in each member of their sales team.

Quota 62

Quota Technique Finance Negotiate 62

Sales Hacker

APRIL 21, 2020

When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. Part two of this scorecard series will help you create a sales interview scorecard to land that sales role you’ve been dreaming about. Sales chops. What sales system do we use?

Objectives and Key Results 94

Objectives and Key Results Cross-sell Sales Clients 94

Veloxy

JUNE 15, 2023

The year 2023 has brought with it new challenges and opportunities in the world of outside sales. As sales professionals navigate this ever-changing landscape, the secrets to their success lie in adapting to industry trends , leveraging technology, and honing essential skills.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264