The Center for Sales Strategy

OCTOBER 13, 2021

Your recruitment strategy pivots on how you effectively use and deploy different tactics (and mindsets) to reach ideal candidates. There's no question we're in a talent shortage, and if you're curious about some of the ways to reach candidates using social media, make sure you take a look at these insights on best practices.

Strategy 105

Strategy Pivotal Social Media Media 105

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

Braveheart Sales

DECEMBER 7, 2023

He is well versed in working with a wide variety of sales channels, including distribution, manufacturing, outbound and inbound sales, technical sales, complex sales including tangible products and services as well as conceptual services. Managers are pivotal. How do managers come into play?

Coaching 52

Coaching Hiring Guarantee Face-to-face 52

Sell Integrity

JANUARY 6, 2021

The reality is, as things start to settle down over the next year and people have more job opportunities to consider, you could be at risk of losing some of your star players — the ones who were pivotal in carrying the business through in an extremely tough year. And they might even be headed to your biggest competitors.

Pivotal 71

Pivotal Loyalty Hiring Coaching 71

Janek Performance Group

NOVEMBER 15, 2023

For football, basketball, and sales teams, superstars will always be in high demand. For sales leaders, the challenge is twofold: finding top sales talent and coaching high performers to expand their capabilities. If you have ever experienced this double-edged sword, this article is for you.

Coaching 62

Coaching Hiring Strategy Construction 62

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.

Hiring 52

Hiring Sales Talent Pivotal Follow-up 52

Sell Integrity

MARCH 18, 2021

How to Recruit Top Sales Talent. It doesn’t matter how great of an interview you have with the person, if you don’t know what you’re looking for—if you aren’t clear on the pivotal qualities that drive sales success at your company—then you’re leaving a lot to chance. Most companies know this.

Lead Rank 118

Lead Rank Lead Scoring Hiring Strategy 118

Sell Integrity

JANUARY 28, 2021

There goes the talent, the institutional knowledge, the continuity of relationships, the momentum. Of course, that’s the case when any employee leaves, but the full cost of sales rep turnover can be particularly high. In most organizations, salespeople are the pivotal drivers of growth.

Hiring 114

Hiring Face-to-face Coaching Salary 114

CloserIQ

MARCH 4, 2019

The business case for adopting these systems often overlooks a very important component – the positive impact on sales team recruiting, onboarding, and retention. How Sales Technology Impacts Recruiting. The War for Sales Talent is heating up – and shows no signs of slowing down. Win the War for Sales Talent.

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Retention Hiring Sales Technology Sales Talent 61

Janek Performance Group

OCTOBER 4, 2023

But for complex sales requiring a trusted advisor, AI has the potential to be an obstacle to an optimized sales interaction. Because after all the mundane sales tasks are removed, sales reps are still required to develop a trusted advisor relationship with the client. No trust, no sale.

Decision Maker 62

Decision Maker Face-to-face Sales Qualified Lead Lead Rank 62

Janek Performance Group

MARCH 27, 2023

Organizations were forced to change their sales process to accommodate their prospect’s new buying journey or suffer the consequences. Traditional sales organizations with outside sales reps had to quickly pivot to new virtual processes. The new sales process required the salespeople to learn new skill sets.

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

Highspot

APRIL 12, 2019

Agile companies pivot their approaches based on current trends and educated predictions that will shape the business landscape. The War for Sales Talent. A product or service may be top-notch, but it’s unlikely to fly off the shelf without top talent to sell it into the hands of buyers.

Trends 45

Trends Hiring Marketing Sales Enablement 45

Sales Training Connection

APRIL 11, 2014

Defining the sales turnover problem. In their most recent newsletter Colletti-Fiss , national leaders in sales compensation, made the following observation about the financial importance of retaining sales talent – “Our research shows that when a sales rep leaves, 20% to 80% of the business is at risk.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

The ROI Guy

MARCH 1, 2015

Almost 1/3 rd of respondents indicated Competition challenges versus concerns over sales talent, products and buyer engagement. So how can you address the Competition challenge, assuring that your sales reps can differentiate your solution from the competition?

Sales Leadership 83

Sales Leadership Competition B2B Lead Rank 83

LeadFuze

FEBRUARY 26, 2019

While it's good to remain flexible and adaptive, it's equally important to create a solid sales vision that considers everything. Departments waste significant time and money annually backtracking and pivoting strategies. Click To Tweet. 4 Lead Generation.

Sales Operations 45

Sales Operations Hiring Lead Generation Sales Qualified Lead 45

Sales Hacker

MAY 11, 2021

Sam Jacobs: Today on the show we’ve got Joe Venuti , Vice President of Inside Sales for Sendoso. Joe is an incredible sales leader who is also good at building out teams in the Arizona area. Arizona is a hotbed of sales talent now, so many companies like Sendoso have opened great offices there.

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Direct Mail Hiring Account Based Marketing Proposal 57

The Brooks Group

FEBRUARY 22, 2016

A study in the Academy of Management Journal found that the first 90 days of employment is pivotal to building rapport with the company, management, and coworkers—explaining why turnover rates are the highest within the first 3 months of hiring, and underlining the importance of a structured onboarding program. Sales Hiring and Retention

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Hiring How To Journal Study 40

The Pipeline

AUGUST 12, 2011

” That’s the pivotal moment when I learn what their hopeful outcome is. EDGE Sales Process. Hiring Sales Talent. They can be a quick quip when the other person takes a breath, such as, “Is there a question in there?” If I hear, “I just need to vent.”I Don't Wait. EDGE Selling.

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Pipeline Hoovers Customer Twitter 257

Sales Evangelist

MARCH 25, 2024

Are you tired of the high turnover rate in your sales team? How do you identify and retain top sales talent? Additionally, she provides insights into a comprehensive process that utilizes data to achieve more accurate hiring decisions, providing a proactive approach to identifying and nurturing sales talent.

Hiring 40

Hiring Sales Talent Hubspot LinkedIn 40

Hubspot Sales

MARCH 4, 2019

My first manager, a classic extrovert who'd spent decades in sales, tried giving me specific lines and soundbites to use on calls. He soon realized I wasn't seeing results by mimicking him, so he pivoted. Internally, we invest in a wide array of sales training that fall into the three buckets above.

Hiring 98

Hiring Training Hubspot How To 98

Sales Hacker

OCTOBER 2, 2018

The 5 most important qualities Hubspot used to identify top sales talent. Using data to drive improved sales decision making. That’s how I ended up in sales. And I was very lucky that when I jumped into sales, we were going through a pivotal moment for the field in general. What You’ll Learn.

Hubspot 54

Hubspot Hiring Lead Rank Scale 54

Lessonly

MARCH 11, 2020

As companies encourage, or even require, employees to work from home, enabling, coaching, and training strategies may need to pivot a bit. We’ve already seen canceled sales kick-off meetings, travel restrictions, and postponed events. Transitioning from Offline to Online Training & Enablement.

Training 34

Training Skype Software Software 34

SalesLoft

JUNE 20, 2019

Hint: AEs aren’t for sale on Amazon). How can you use sales talent development as a retention strategy? What can Toyota Lean Manufacturing teach us about sales performance? How can you get better at sales math? ?. Then for a while, he ran sales operations.

Hiring 63

Hiring Up-Sell Call-back Construction 63

Hubspot Sales

FEBRUARY 21, 2018

CloserIQ is a sales recruitment platform, and their blog provides plenty of guidance on the hottest skills your job candidates should possess, how to identify top talent, and how to manage a successful team. Must-read post: How to Identify Top Sales Talent by Their Resume. The Center for Sales Strategy Blog.

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Top of Funnel Hiring Cold Calling Social Selling 144

The Spiff Blog

OCTOBER 12, 2023

And, it helps to create a cohesive and unified vision within the sales team, motivating everyone to work towards common goals. Recommended reading: How to Motivate Sales Managers With Compensation Strategy 2. Sales Leaders – Sales leadership brings insights into the unique dynamics and challenges of the sales team.

Compensation 84

Compensation Commission How To Incentives 84