SBI Growth
MAY 25, 2022
SBI wanted to help leaders assess the cost of sales rep turnover with greater accuracy and determine the best talent strategy for their businesses—build versus buy. We previously released a tool, the Turnover Calculator , which evaluates the total cost of replacing a sales rep with either an internal or external hire.
SBI Growth
JULY 17, 2013
Sales and HR leaders face a common challenge – sourcing top sales talent. This post answers the question, “How do I consistently find top sales talent ?" It will turbocharge your sales recruiting program by leveraging ‘social listening.’ Top sales talent can best be reached through a personal connection. ‘A’
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Understanding the Sales Force
FEBRUARY 11, 2014
In baseball, they call it the 5-tool player. They have all of the tools. In sales, managers can evaluate soft skills, like the ones I listed in the first paragraph, but not strategic and tactical skills, and not sales DNA, their sales makeup, and how that will translate to performance at their company and in a specific role.
Partners in Excellence
DECEMBER 17, 2018
Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. ” The article presents a few points of view that reinforce that. How do we reduce the variability in sales people and what they do, creating the lowest cost ability to acquire customers. I just read a provocative post.
LeadFuze
NOVEMBER 30, 2021
Sales talent enablement is also a hot topic in many workplace environments, and there seem to be many inclusion initiatives to help diversify the job market. I†ve worked on a lot of sales talent enablement projects over the years, and I know what it takes to make sure they are successful. Role-Specific Acumen.
Steven Rosen
MAY 15, 2021
As I prepared to write this article, I found a very insightful article at Forbes.com, “The #1 Reason why Leadership Development Fails ” by Matt Myatt. An ideal investment in sales manager development may look like this: 10% pre and post-assessment. 10% on providing pull through tools. What is the alternative?
Understanding the Sales Force
DECEMBER 18, 2013
Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. After you have read the article, please contribute your comments, suggestions, visions, rebuttals and opinions which are all welcome right here.
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