Janek Performance Group

AUGUST 8, 2022

As basketball is an apt metaphor for sales, it’s a great time to discuss a sales talent audit. After all, when the sales environment shifts, teams need to reshuffle and improve to keep up. Yesterday’s sales team might not stack up against tomorrow’s challenges. A sales talent audit is no different.

Sales Talent 48

Sales Talent Survey Coaching Forecasting 48

SBI Growth

DECEMBER 31, 2012

For more details on how to grade talent, refer to Topgrading for Sales.) Once the assessment is done, take the following actions: Nudge C players out of the organization. These B players are often tenured and politically astute – they can step up during times of crisis. Follow @jdkenney. Follow @MakingTheNumber.

Maximizer 282

Maximizer Sales Talent Face-to-face Motivation 282

Understanding the Sales Force

NOVEMBER 10, 2023

When this lack of awareness is prevalent at the top of a sales organization, it is challenging to grow it or scale it. It’s no wonder the average tenure of a Sales Leader is only 18 months. Then, they delegate the sales transformation initiative to their Sales Leader where it dies a not so slow death. Investments?

Company 212

Company Hiring Scale Forecasting 212

Steven Rosen

MAY 15, 2021

The next level of management was not actively involved in the follow-up. There was a lack of accountability at both levels of sales management to turn the learning’s into sustainable skill development. Great training with no follow-up or sustainment is a great event, nothing more, nothing less.

Survey 358

Survey Coaching Training Sales Management 358

Anthony Cole Training

JANUARY 27, 2014

Market Sense placed 5 sales people in each team, but teamed them up based on the following carefully selected scores from OMG''s Sales Candidate Assessment: 1 team had the lowest total severity. Over a 3-day period, they had to go door-to-door in the same market and sell an overpriced luxury item.

Case Study 186

Case Study Study Sales Talent Hiring 186

BrainShark

MAY 31, 2023

In a webinar with former Bigtincan CMO Rusty Bishop, Forrester Principal Analyst Eric Zines explained why attrition is so bad for sales in particular. If a seller leaves and there’s a spot open, that quota isn’t covered or it’s split up by others on the team halfheartedly.” What is time to competency in sales onboarding?

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

SBI Growth

DECEMBER 7, 2012

We will discuss how to test for great sales talent. Hiring the wrong talent can make your professional life extremely painful. Want to start hiring better sales talent today? Use the sales call scorecard below to rank each candidate's ability to execute. You end up turning him over a year later.

Hiring 282

Hiring Face-to-face Salary Sales Talent 282

SBI Growth

AUGUST 11, 2012

Need a Sales Force Effectiveness Solution that will keep your job from feeling uncomfortable or threatened. Seize control of your destiny and follow this 2 Step Plan to Improving Your Sales Force Effectiveness. Step 1 - Assess Your Sales Talent. I advise following this model – let your A-Players shine.

Hiring 257

Hiring Sales Talent Guidelines Follow-up 257

SBI Growth

SEPTEMBER 9, 2013

This is the year to shake things up. This post is for HR and Sales leaders who want more. In today’s environment, “A” player sales talent is more informed than ever. It’s easy for top sales talent to remain informed about how much they should expect to earn. Follow @jdkenney. Follow @MakingTheNumber.

Compensation 288

Compensation Competition Salary Social Media 288

SBI Growth

DECEMBER 13, 2012

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 But what about new HR metrics for sales organizations? Follow @jdkenney. Follow @MakingTheNumber.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

SalesFuel

MARCH 19, 2024

What The B2B Sales Training Program Should Include The average organization spends $1,200 a year on professional development per employee. The spending in sales departments may be a bit higher, Factor8 reports , especially if the company is launching a new product. And up to 75% of these buyers “prefer a rep-free sales experience.”

B2B 52

B2B Training Hiring Lead Rank 52

Highspot

DECEMBER 2, 2021

Create Clarity Around Your Sales Talent Lifecycle. It all starts with your people — sales talent management is the crux of any organization’s success. Explore this opportunity: formulate a top-tier talent strategy by deepening your involvement in the talent acquisition planning processes.

Face-to-face 98

Face-to-face Sales Talent Sales Methodology Sales Enablement 98

SBI Growth

JUNE 10, 2013

You''ve seen this before: a sales leader makes an urgent call to the HR business partner. Or, the sales talent isn’t ready to handle a sudden competitive threat. This post will help sales leaders Make the Number with the help of their HR partners. The post focuses on the major HR risks to sales objectives.

Top of Funnel 257

Top of Funnel Sales Talent Churn Call-back 257

SBI Growth

JANUARY 6, 2014

Sales process adherence and persona recognition are driven by the desire to understand the customer. They follow a Buyer Process Map in order to better help their prospects discover the best solution. It is especially helpful for sales leaders who haven’t yet developed a virtual bench of sales talent.

Hiring 316

Hiring Social Media Networking Referrals 316

SBI

MARCH 19, 2019

Finding the right sales talent isn’t easy – but even when you hire the perfect candidate, keeping them for the long-term can be a whole different challenge. New reps must be supported from day one with sales readiness programs that prepare them with the skills and knowledge to effectively engage buyers. 1: Make onboarding agile.

Hiring 101

Hiring Sales Talent Pivotal Sales Enablement 101

Act!

APRIL 16, 2024

That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones. A CRM also simplifies your team’s sales activities. Sign up now for your 14-day free trial of Act!

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

SBI Growth

AUGUST 18, 2012

Get a copy of it by signing up for our Making The Number Tour. In addition to checking your sales knowledge, it will identify any of your capability gaps in helping the SVP of Sales with his or her challenges. Making the sales number. Making the sales number. Developing sales leaders. Follow @SteveLoftness.

Hiring 257

Hiring Lead Rank Lead Scoring Face-to-face 257

Miller Heiman Group

FEBRUARY 25, 2020

Though sales organizations hire more sellers than ever to grow their business and compensate for losing salespeople, studies show that they may not be following hiring best practices: 84% of sales leaders say they lack the sales talent they need to succeed in the future. How Hiring Affects the Bottom Line.

Hiring 97

Hiring Sales Management SAP Sales Talent 97

SBI Growth

DECEMBER 26, 2013

This post will also help HR and Sales leaders answer a vexing question: “What do we need to do to retain and empower our top sales talent?” The war for talent is over, and the talent won.". Between sales calls, he ceaselessly worked his smartphone. So, I have to constantly follow up.

Hiring 282

Hiring SAP Study Retention 282

Pipeliner

JANUARY 25, 2021

Up working talent with effort. In March 2020, everything went down for many businesspeople, but it also opened up new opportunities for those who looked at things from the right perspective. Up work talent with effort. In sales, talent is a small contributor to success. Investing in yourself.

Video 93

Video Comparison How To Maximizer 93

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.

Hiring 50

Hiring Webinar Metrics Sales Talent Ideal Customer Profile 50

SBI Growth

JULY 14, 2013

There’s no denying that in sales, talent is a key differentiator. The majority of your “A” players are talented. However, even the most talented will fail if they''re put in the wrong environment. Today’s post is about how Sales Ops can create conditions that enable success. Huddle Around A Sales Process.

Territories 328

Territories Incentives Incentive Compensation 328

SBI Growth

AUGUST 4, 2013

A more Agile way of assessing sales talent has emerged. Sign up for the onsite session for your leadership team. It’s not enough to assign developmental actions once per year and follow up a year later. For sales people, it is dwarfed by the impact of changes that dramatically impact income.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. Second, frontline sales management drives continuous improvement.

Sales Management 218

Sales Management Hiring Compensation Scale 218

SBI Growth

JUNE 24, 2013

Isn’t it time sales took some responsibility? You’re fighting the classic finger pointing between sales and marketing. If the sales talent could evolve with the market; they would make the number. Do you think sales does anything with it? How will I get sales to pay attention to the leads?

Lead Gen 320

Lead Gen Churn Lead Rank Lead Scoring 320

Janek Performance Group

FEBRUARY 23, 2022

Now the economy is growing again and you are looking to hire more sales talent for your team. The bad news is your sales managers have maxed out their bandwidth with their current responsibilities and daily activities. This leaves you with a critical decision regarding how to ramp up the new sales hires.

Outsourcing Services 117

Outsourcing Services Hiring Training Harvest 117

Janek Performance Group

NOVEMBER 16, 2022

This is the lengthy process of developing raw sales talent into top performers within their respective organizations. Recently, Janek Performance Group partnered with Selling Power for a comprehensive white paper on hiring, onboarding, and retaining sales talent post COVID. However, sales success is always time sensitive.

Hiring 62

Hiring Sales Methodology Sales Talent Survey 62

SBI Growth

NOVEMBER 12, 2013

As you plan for next year, a defined sales strategy is a must have. By signing up for our Annual Research Tour here , you’ll get the CEO’s Sales Strategy Assessment. Talent – Understanding of items 1-4 tells you what type of talent you need to execute. You can now identify and hire ‘A’ player sales talent.

Strategy 317

Strategy Hiring Margin Top of Funnel 317

SBI Growth

AUGUST 16, 2013

Agile Sales Talent – reps possess the competencies of the new A player. These competencies show that a sales rep has acquired new capabilities. They have kept up with the market. Being Outpaced – using a sales process from the 80s. Sign up for the FREE Tour Event to start being agile. Follow @ScottGruher.

Customer 328

Customer B2C Decision Maker Inside Sales 328

Braveheart Sales

AUGUST 5, 2020

I’ve frequently pointed out, both verbally and in my writing, the need to pivot sales during this crazy time. For example, up until when the pandemic hit it was extremely difficult to attract sales talent. There were more sales positions than qualified people to fill them. Expand, Not Cut. Meet Steven Olkie.

Hiring 52

Hiring Sales Talent Pivotal Follow-up 52

SBI Growth

FEBRUARY 7, 2014

Eventually this catches up to you. Sales Talent Management- Let’s face it, you are going to have to make changes eventually. Secondly, download The Newly Promoted Sales Manager Guide , fill it out, and then review it with your boss and team. Follow @UrteagaSBIi. Follow Sales Benchmark Index @MakingTheNumber.

Promotion 288

Promotion Sales Management Hiring Face-to-face 288

SalesLoft

AUGUST 22, 2022

Too often what could be a powerful, individualized conversation ends up being generic training or a discussion about how many calls were made. As a result, it’s no surprise that managers struggle to retain the best sales talent and book more revenue. . – Zengar Folkman.

Sales Coaching 97

Sales Coaching Coaching Scale Churn 97

Gong.io

JULY 25, 2022

Have you given up trying to deal with this problem? While the example below is pure fiction, you can use it to guide your own sales conversations and as a framework to follow. Sales rep: Brian, do you mind if I confirm a few items about your organization before we get started? Sales rep: Great. Sales rep: Hmm.

Top of Funnel 117

Top of Funnel Funnel Scale Sales Methodology 117

SBI Growth

AUGUST 27, 2012

The most important function an HR leader can perform to support Sales is to help attract and retain top sales talent. Based upon our research interviews conducted with VPs of Human Resources, it is clear that most don’t really understand how to help Sales attract top talent. Follow @jdkenney.

Compensation 244

Compensation Commission Territories Quota 244

PandaDoc

AUGUST 16, 2022

In a competitive industry like sales, it’s important to continuously invest in your education and stay up to date on the latest trends taking sales by storm. We put together this list to help you discover some of the brightest, innovative minds shaping the future of sales. Why should you follow Jed? Jed Mahrle.

LinkedIn 52

LinkedIn Cold Calling Hiring Enterprise 52

Jeffrey Gitomer

MAY 16, 2013

You’re a micro manager with little or no current sales talent yourself. You’re an unschooled leader, following the old way rather than learning what’s new. You’re using CRM as an accountability tool, rather than a sales tool. Successful sales leaders…. Manage the sales cycle, not call activity.

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

SBI Growth

SEPTEMBER 1, 2013

This post is focused on organizing sales talent to help you make the number. The cost of sales is increasing. Hiring ‘A’ player sales reps is expensive. A symptom of this is: your revenue trends haven’t increased with your sales expense. How to Make the Number in 2014: A Sales Strategy You Can Execute.

Revenue 316

Revenue Hiring Lead Rank How To 316