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Golden Nuggets from the CSO Insights 2018 Sales Talent Study

Understanding the Sales Force

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.

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Onboarding Sales Talent The Right Way: The Sales Manager’s Perspective

Janek Performance Group

In addition to regular training sessions, coaching, and job shadowing, you should teach every salesperson how to leverage technology and use it as a tool to keep track of data and accelerate the sales process. Also, you may occasionally conduct quizzes and role play to evaluate their knowledge and observe their growth.

Hiring 62
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A Paradox, The Sales Process And The Buying Journey

Partners in Excellence

What we have always believed is a linear process–identify a challenge, commit to change, define the problem/needs, evaluate alternatives, select a solution, turns out to be chaotic, as illustrated by the picture below. At the same time, we have a relatively linear sales process: prospect, qualify, discover, propose, close.

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What Companies Don’t Know About Sales

Understanding the Sales Force

As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve. The Example Salespeople (anyone, with any title, whose primary role is selling) don’t know about their own skill gaps and blind spots.

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Sales Skill Development vs. Sales Process Improvement – Which Is Right For Your Business?

Janek Performance Group

With other organizations, improving the sales process is the best way to drive significant sales improvement. In this article, we will provide insights and directions to help you decide where to focus your resource for the most significant sales improvement. The new sales process requires new sales skills.

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The Pipeline ? We Don't Need No Stinkin' Sales Process! ? Sales.

The Pipeline

We Don’t Need No Stinkin’ Sales Process! Sales eXchange – 139. Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Metrics , Planning , Proactive , Sales Process , Sales Strategy , Sales Success , Sales eXchange , execution. Sales Cycle.

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How to Hire the Best Sales Talent.

MJ Hoffman

Once you get the details of the process, sit down and look at the these adjectives and qualities needed. For this client in particular, those buying their products most directly related to sales processes in the travel industry. The post How to Hire the Best Sales Talent. Specifically, the car rental industry.

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