The Coming Sales Talent Crisis, Part 3

Partners in Excellence

If you haven’t sensed it yet, I think Sales Talent will probably be “THE” issue confronting sales executives in the coming 3-5 years. The Coming Sales Talent Crisis ). The Coming Sales Talent Crisis, Part 2 ).

How much are you spending on lost sales talent?


Sales employee turnover has reached crisis proportions and threatens to get worse before it gets better. According to Forbes , employee turnover in sales averages above 20%, and rises to 34% or higher if you include both voluntary and involuntary turnover.

How To Recruit for Your New Sales Enablement Team


Sales Enablement is swiftly gaining recognition as a vital business function. In this article you’ll learn the signs that indicate the right attitude and aptitude for sales enablement. The same goes for sales enablement.

Sales Talent Is A Problem, Is It Worth Solving?

Partners in Excellence

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.

The Elephant In The Room, Sales Talent Management

Partners in Excellence

Ask any sales manager or executive their number one challenge in the future, it’s likely they will say, “Making our numbers… ” That’s the perennial answer that inspires a response like, “Wow, how inspired, why didn’t I think of that?”

Thru the Candidate’s Eyes - Attracting Sales Talent

Sales Benchmark Index

For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. HR and Sales leaders often fail in the execution of convincing the top talent to make the career move. Making the sales number in 2013 depends on upgrading your sales talent.

How are Your Competitors Enabling their Sales Team?

Sales Benchmark Index

Sales teams fall into one of two categories. Sales teams in this category have: Better sales talent. Sales Operations Strategy Gamification Sales Enablement Director of Sales Enablement Category 1 is being ahead of the competition.

Is Your Sales Talent Getting in the Way of Your Sales Transformation Initiatives?

Miller Heiman Group

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 percent of sales leaders agree or strongly agree that they have the talent they need to succeed in the future. Addressing the Talent Gap.

3 Ways to Retain Top Talent with Sales Readiness

Smart Selling Tools

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:

6 Ways to Make Your Sales Training Effective


If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Ready to amp up your sales training results? How do you identify what sales training is needed?

3 Trends Transforming Sales and Marketing


Artificial intelligence (AI) is finally beginning to deliver on its potential for sales and marketing — thanks to human intelligence. Contradicting earlier industry hype that AI would supersede the human factor in sales and marketing, the reality is that human intelligence is playing an irreplaceable role in combining data and intuition to make smart business decisions. For example, a seller examines AI-driven content recommendations within her sales enablement tool.

How Sales Technology Impacts Recruiting and Retention


Adopting new sales technology is a big deal. Whether you’re looking to switch from non-VoIP to VoIP phone systems , get the latest sales engagement software, purchase or enrich a lead database, invest in LinkedIn Sales Navigator, or otherwise, you’re making a major commitment. The business case for adopting these systems often overlooks a very important component – the positive impact on sales team recruiting, onboarding, and retention.

Why You’re Not Going to be Able to Grow Sales This Year

DiscoverOrg Sales

A year ago, if you had asked me what my biggest concern was around growing DiscoverOrg 60-100% annually, I would have told you that hiring great sales talent was our biggest roadblock. Quality leads with accurate contact info – what sales or marketing leader wouldn’t want that?

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3 Big Takeaways from SiriusDecisions Sales Leadership Exchange

The ROI Guy

I had the pleasure of attending SiriusDecisions Sales Leadership Exchange last week, an exclusive gathering of some 120 sales executives and sales enablement leaders.

Blending Talent and Sales Performance for Success


Attention to performance results including your periodic reviews with your manager, regular sales progress, and management by objectives (MBO’s) all look to focus on the goals and objectives, as well as the achievement results after a period of time.

Five “Not-So-Obvious” Sales Trends for 2019


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. Sales stack overload. Sale

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Why You Need to be at Elevate 2019 North America

Miller Heiman Group

Elevate 2019 North America is a unique opportunity for sales and service professionals to learn from leading industry experts through a mix of dynamic keynotes, informative breakout sessions and fun networking opportunities. Kick off the event with a deep dive of Scout , Miller Heiman Group’s sales analytics platform, at our half-day preconference. Client success stories Hear from Miller Heiman Group customers Diversey and Sabre on how they’ve elevated their sales and service game.

The Future of Selling

Understanding the Sales Force

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. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories.

The Key to Developing Outstanding Sales Managers

Steven Rosen

Sales managers are the key drivers of success in sales organizations. I would rather have a great sales manger and five mediocre sales reps than a mediocre sales manager and five star sales people. Sales managers need to be strong leaders.

In the Age of AI, Training Is More Critical Than Ever

Sales and Marketing Management

Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see? And, at that point, the winners and losers will be separated by how well they combine their sales talents with skills for using AI.

Sales Organizations Must Aim Higher to Ensure Transformation

Miller Heiman Group

With organizations facing an ever-evolving (and uncertain) future, it can be difficult for sales leaders to draw a bead on the best focus areas to ensure success. Should they be developing talent? No matter what, sales transformation is a strategic endeavor.

Sales Leadership Challenges to Having a World Class Sales Force

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan World-Class Sales Organization. World-Class Sales Organization. Many would say it''s about the size of the sales force. And a few would point to sales leadership and discipline. World-Class Sales Organization.

What’s In It for Everybody? Managing Buy-in for an SPM System from Influencers Outside of Sales


Investing in a sales performance management (SPM) solution is not something a business does casually. Depending on what definition of SPM that’s in use, this decision involves an assortment of applications: compensation management, on-boarding and coaching, analytics, sales enablement, or any mixture of these (and perhaps others). At first blush, this may seem like a decision that’s squarely in the sales department.

Peter Ostrow of SiriusDecisions helps kick off Showtime18 in Ghent!


As the senior research director of sales enablement strategies of SiriusDecisions, a U.S. research firm, he told the audience his passion was “driving the B2B sales experience.” His talk, titled “How B2B Buyers Are Redefining Sales Enablement,” used primary research to show inherent challenges for sales reps regarding how they spend their time. Here, sales enablement technology can help serve as a conduit for internal insights, too.

[Day 1] Sales 3.0 Conference Takeaways


This week I’m at The Sales 3.0 This conference series offers insight, strategies, and practical solutions to help B2B leaders in sales, sales operations, and sales enablement compete in a digital, tech-driven era. Challenges in Sales and Sales Enablement.

4 Steps to Ensure AI/ML has the Right Data to Learn


As the market races to deliver AI products targeted at sales users, it’s just a matter of time – a few years, if not a few months – before AI becomes a trusted part of the sales professional’s daily technology stack, giving useful advice and admonitions throughout the rep’s day.

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The Future of Sales: Predictions from the “Nostradamus's” of Selling

Hubspot Sales

Chatbots, AI, machine learning -- sales, like other industries, is changing rapidly, thanks to technology. Where Will Sales Be in Five Years, and Where Has It Already Changed the Most? What will the sales function look like in three-to-five years? “It Sales has split.

25 Must-Read Sales Blogs


As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals.

The 6 Best Cold Emails Ever Sent – And Why They Worked

Sales Hacker

I saw that ReferralCandy was hiring for a “remote OK” sales position on AngelList. I don’t like to waste anyone’s time, so whenever I’m writing a cold sales email , I try to make sure that the person on the other side of the screen can see my intentions at a first glance.

The Top 29 Sales Blogs Every Sales Professional Should Read

Hubspot Sales

Best Sales Blogs: Sales Hacker. Jill Konrath's Fresh Sales Strategies. HubSpot Sales Blog. Sales Solutions Blog. Sales Gravy. Marc Wayshak's Sales Blog. Sales for Life. LinkedIn Sales Blog. The Sales Blog. Sales Benchmark Index.

25 Must-Read Sales Blogs


As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals.

The 30+ Most Desirable Sales Skills & Traits You MUST Develop To Become An Unstoppable Rep

Sales Hacker

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success?

Your Sales Training Is Broken. Here’s How to Fix It.

Hubspot Sales

These are the skills your sales team needs to survive. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. I didn't always want to go into sales. The best sales coaching is individualized. Humble.

If I Was a Sales Executive.

The Ultimate Sales Executive Resource

looking for resources to help me upgrade the talent of my people, to whom would I turn? There is certainly an abundance of information starting from books over websites to blogs, pod casts, and social networks I can use to get a first impression of what is available on the market of sales training, sales enablement or sales effectiveness offerings all aimed at upgrading the talent of a sales force. Sales Executives Sales Training Upgrading Talent