BrainShark

MAY 31, 2023

While employee cutbacks and attrition are widespread across sectors and roles at the moment, these numbers are especially concerning for sales— a department with historically high turnover at the best of times. What is time to competency in sales onboarding? Because of quota attainment,” said Zines. “If

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. The next level of management was not actively involved in the follow-up.

Survey 358

Survey Coaching Training Sales Management 358

Act!

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? 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.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

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? Contrast "revenue performance" with " sales pipeline."

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

SalesFuel

MARCH 19, 2024

Organizations spend billions on B2B sales training every year. That’s because they overlook the way the B2B sales world has changed. Today’s B2B buyers research their options online long before they connect with any sales rep. Today’s B2B buyers research their options online long before they connect with any sales rep.

B2B 52

B2B Training Hiring Lead Rank 52

Miller Heiman Group

FEBRUARY 25, 2020

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. Poor hiring practices prove costly to sales organizations in many ways. How Sales Organizations Can Improve Hiring Decisions.

Hiring 97

Hiring Sales Management SAP Sales Talent 97

SBI Growth

AUGUST 16, 2013

In this post we will discuss Agile Sales. Agile sales is an approach that can help you keep pace with your customers. A few months back I wrote a post about becoming an Agile Sales Leader. Now it is time to make the entire sales organization agile. Let’s start with the definition of agile sales.

Customer 328

Customer B2C Decision Maker Inside Sales 328

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

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. There is a direct and compelling link between frontline sales manager effectiveness and topline revenue performance.

Sales Management 218

Sales Management Hiring Compensation Scale 218

SBI Growth

SEPTEMBER 9, 2013

This is the year to shake things up. This post is for HR and Sales leaders who want more. By participating in this free event at your office you will: Learn the best practices of the brightest sales people in our research. In today’s environment, “A” player sales talent is more informed than ever.

Compensation 288

Compensation Competition Salary Social Media 288

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. These are as follows: 1. Successful sales professionals are often very perceptive. They can read a person’s emotions and pick up on unspoken concerns. Perceptive.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

Jeffrey Gitomer

MAY 16, 2013

Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? You’re a micro manager with little or no current sales talent yourself. Successful sales leaders….

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

SBI Growth

AUGUST 18, 2012

One of the fastest ways to accomplish this is for the HR director to partner with the SVP of Sales in solving Sales problems – which leads to improved revenue results. Helping the Sales Exec show improved results will certainly catch the eye of the CEO. Get a copy of it by signing up for our Making The Number Tour.

Hiring 257

Hiring Lead Rank Lead Scoring Face-to-face 257

SBI Growth

OCTOBER 15, 2013

This post answers the most persistent question facing HR leaders who support Sales organizations. “ How can HR help Sales Make the Number? ”. It’s a convenient tool to assess HR’s support for sales. How Sales Support Becomes Agile. Partnering with Sales presents unique challenges.

Hiring 303

Hiring Social Media Ideal Customer Profile Microsoft 303

SBI Growth

JUNE 24, 2013

Still, Sales backs over you at every opportunity! 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? Why do I need them?

Lead Gen 320

Lead Gen Churn Lead Rank Lead Scoring 320

Zoominfo

OCTOBER 20, 2019

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. These are as follows: Interview Questions For Sales Rep Qualities 1. Perceptive Successful sales professionals are often very perceptive. In the job market yourself?

Hiring 130

Hiring Sales Cycle B2B Call-back 130

SBI Growth

NOVEMBER 20, 2013

A few years ago, I interviewed Brent for a B2B sales rep job. This post is for HR and Sales Leaders who are seeking to hire the next Brent. It’s also for those who aspire to become top sales reps. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. What Top Performers Need.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

SBI Growth

DECEMBER 26, 2013

Top sales performers share a common trait – relentless time management. This is the story of my day last week with the #1 sales rep for a B2B technology firm. 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?”

Hiring 282

Hiring SAP Study Retention 282

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

SBI Growth

JANUARY 6, 2014

You’ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. These measures will help you objectively evaluate potential and current sales reps. Click here to learn more about the tool. Next generation sales reps are profoundly social. Sales Process Execution.

Hiring 316

Hiring Social Media Networking Referrals 316

SBI Growth

NOVEMBER 12, 2013

Increasingly, companies are missing the number because they lack a formal sales strategy. Many are not making the number because a sales strategy is absent. You may be wondering how prepared your sales team is heading into next year. As you plan for next year, a defined sales strategy is a must have. Signs of Trouble.

Strategy 317

Strategy Hiring Margin Top of Funnel 317

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know. Sales Leadership Stats. Sales Performance. is invaluable. Remote Selling.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Highspot

DECEMBER 2, 2021

For sales enablement practitioners, this requires proactive evaluation of how you manage customer-facing talent, content, and communications to deliver exceptional buyer experiences. Create Clarity Around Your Sales Talent Lifecycle. Empower Your Sales Managers. September 10, 2021). September 10, 2021).

Face-to-face 98

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

SBI Growth

NOVEMBER 19, 2012

This blog is for Sales Leaders running rapidly growing sales forces. It is dividing up the total sale target between reps. Typically sales leaders also add 5-10% to the number as cushion. Sales leaders have no idea if each rep’s quota is attainable. Instead – Incorporate Bottoms Up. Remove obstacles.

Territories 275

Territories Quota Hiring Maximizer 275

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. These are as follows: 1. Successful sales professionals are often very perceptive. They can read a person’s emotions and pick up on unspoken concerns. Perceptive.

Hiring 138

Hiring Sales Cycle B2B Call-back 138

SBI Growth

FEBRUARY 25, 2013

The loss of a talented sales manager is troubling. Learn more about the right way by downloading the Exit Interview Tool. We’ve also written on Sales Rep Exit Interviews. So far we’ve covered: Signs your Sales Team Isn’t Happy. Why Your Best Sales Reps Leave. How HR Stops the Exit of Top Sales Talent.

Sales Management 267

Sales Management Construction Guarantee Travel 267

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Assessing Your Sales Team.

Territories 300

Territories Scale Guidelines Groups 300

Sell Integrity

MARCH 18, 2021

Effective sales recruiting strategies start with a well-defined Sales Success Profile based on objective performance criteria. Here’s how to consistently identify, attract and retain candidates with the talent and experience to become high performers. How to Recruit Top Sales Talent. Most companies know this.

Lead Rank 118

Lead Rank Lead Scoring Hiring Strategy 118

Openview

DECEMBER 12, 2018

Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019. But, we’ve found that there are some trends that haven’t made headlines, but require the attention of tech sales leaders in the coming year. The Rise of Feedback. Importance of understanding decision science.

Trends 100

Trends Hiring Sales Talent Scale 100

SBI

MARCH 19, 2019

3 Ways to Retain Top Talent with Sales Readiness. 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. Here are 3 ways sales readiness can help you retain top talent. #1: 1: Make onboarding agile.

Hiring 101

Hiring Sales Talent Pivotal Sales Enablement 101

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. Are the sales people respected?

Compensation 244

Compensation Commission Territories Quota 244

SBI Growth

AUGUST 4, 2013

Most HR and Sales leaders who just completed this mid-year chore would agree. It does not answer the question that is top of mind with Sales and HR leaders, “How can we improve the performance of our sales team?” A more Agile way of assessing sales talent has emerged. Who Killed the Annual Review?

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

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

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. Talent Assessment of Sales Leadership and Sales Reps. Talent Assessment of Sales Leadership and Sales Reps. Organization talent and people is often an emotionally charged area. Sales teams can generate their own leads.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

SendBuzz

APRIL 25, 2023

Are you unsure which sales team to focus on to drive your business’s sales? B2B Inside sales? Or Outside sales? Well, deciding between inside sales and outside sales can be tricky for businesses. Both sales strategies share the same goal of generating revenue, but their approaches are distinct.

Outside Sales 52

Outside Sales Inside Sales B2B Face-to-face 52

Miller Heiman Group

OCTOBER 22, 2019

In this post, Kathy Venincasa, one of our inaugural Miller Heiman Group Icons and a sales forecasting master, discusses what she sees as the top four sales operations best practices. In every aspect, sales operations combines two things I love: sales performance and data analytics.

Sales Operations 52

Sales Operations Hiring Forecasting Sales Forecasts 52

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? In short, yes.

Churn 121

Churn Hiring Survey Hubspot 121