Maximize Your “B Player” Sales Talent

Sales Benchmark Index

Article Corporate Strategy Sales Strategy b player talent b-player b2b sales develop b players develop sales talent sales talent

Why Your Sales Talent Program is Failing

Sales Benchmark Index

Top Grading Your Sales Talent Should Be a Quarterly Exercise

Sales Benchmark Index

How Often Should Sales Talent Be Assessed? Talent should be assessed every quarter to ensure A-players are developed and C-players are removed quickly. Nothing is more toxic to revenue growth than a complacent sales team. To keep sales.

Keeping An Eye Out For Sales Talent

Anthony Cole Training

sales talent hiring salespeople managing sales teams

Secrets for Keeping Top Sales Talent

Sales Benchmark Index

Article Corporate Strategy Sales Strategy coaching people plan retain top talent sales manager sales talent top talent why top talent leaves

Don’t Wait for the “Right” Sales Talent. Develop It.

Sales Benchmark Index

Article Corporate Strategy Sales Strategy "A-Player" a-player talent develop sales talent talent development

Will the Lack of Sales Talent Get You Fired in 2017?

Sales Benchmark Index

Podcast Sales Strategy competency review People Planning personal improvement plan sales strategy sales talent talent assessment talent development talent strategy

How To Survive The Great January Sales Talent Exodus

Sales Benchmark Index

How a CEO Retains Top Sales Talent

Sales Benchmark Index

Is the competition taking your sales talent? How do I structure a winning sales organization?" The competition can beat you on two dimensions: superior solutions and better talent. The best solutions attract the best talent.

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. sales recruiting sales hiring sales process sales pipeline Sales Coaching Dave Kurlan cso insights sales recruiting failure sales opportunities

Study 248

10 Tips to Help You Find Superstar Sales Talent (VIDEO)

The Center for Sales Strategy

When sales managers are working to build their talent bank with qualified candidates, it's not easy. Couple that with your desire to have the very best sales talent in there, it gets quite a bit harder. sales management Talent recruitment

Understanding the Different Ways Sales Talent Assessments are Used for Both Recruiting and Coaching

The Center for Sales Strategy

Talent assessments are an excellent tool for understanding the way your candidates and current salespeople are wired. coaching recruitment sales talent assessmentThe difference in approach with each group is key to productive new hires and successful coaching.

10 Conversations to Retain Millennial Sales Talent

Sales Benchmark Index

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” The challenge for sales is unique.

Achieve a 5-10x Impact with A-Player Sales Talent

Sales Benchmark Index

Sales Strategy Video a-player talent people strategy talent development talent methodology talent strategyOn this week’s SBI Insider Video Podcast we discuss the topic of developing an A-Player profile for revenue producing roles.

Secrets for Keeping Top Sales Talent

Sales Benchmark Index

A sales force will never be made up of 100% ''A'' player talent. Losing top Sales Reps is bad enough – losing top Sales Managers can kill your future. This post discusses reasons why top Reps and Managers are leaving your sales force.

Compensation Plans that Keep Top Sales Talent

Sandler Training

In addition to the people in your company who deliver services and keep operations running, how much do you value the folks who bring in the most revenue, i.e. the top sales performers?

Hiring and Keeping Top Sales Talent

Score More Sales

Looking for great sales talent? Working to keep the great talent you have put together? A panel of sales hiring and retention experts spoke yesterday at the AA-ISP Boston Chapter event. (If Devon McDonald, Director Sales & Marketing Support, OpenView Venture Partners.

The Coming Sales Talent Crisis

Partners in Excellence

But what have we done with our sales people? What are you doing to prepare your sales people to meet this challenge? Rethinking The Sales And Marketing Organization Customers, Looking For Help In Other Places. It’s clear that customers struggle to buy.

Golden Nuggets from the CSO Insights 2018 Sales Talent Study


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. Research

Study 113

Chief Differentiators for Topgraded Sales Talent

Sales Benchmark Index

Magazine Sales Strategy

How to Get The Most Out Of Your Sales Talent

Sales Benchmark Index

In all professions, talent is a key element to success. Put the most talented team on the field and you’ll often win. The majority of your “A” sales players are talented. Territory Design Sales Performance Management Talent Management Compensation

How to Attract and Retain Top Sales Talent


It takes nearly three times a sales rep's salary to replace them. Here is how leading companies attract and retain top sales talent with sales compensation. Benchmarking Sales Performance Management

What Role Does Field Marketing and Field Sales Talent Play in Enterprise Valuation?

Sales Benchmark Index

How well an organization executes on both strategies should play a critical role in a private equity firm’s valuation of that enterprise. Read on for key inputs to your models and best practices to add to the consideration set in.

7 Steps to Developing Your Sales Talent Strategy

Sales Benchmark Index

Your sales talent is a critical piece to your revenue growth strategy. This week on SBI TV, watch as we lay out 7 steps to develop your sales talent strategy with our guest, Dave Moore. Sales Strategy Video

Great Sales Talent is Only a Few Clicks Away

Sales Benchmark Index

Sales and HR leaders face a common challenge – sourcing top sales talent. This post answers the question, “How do I consistently find top sales talent ?" It will turbocharge your sales recruiting program by leveraging ‘social listening.’ Why Start with Sales?

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.

Sales Talent Is A Problem, Is It Worth Solving?


Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. I just read a provocative post. It’s an interesting view, in the spirit of “Yes, and.” I’d like to add to the discussion

How to win the war for sales talent

A high performing sales team is invaluable to a growing startup. Here’s how a startup can successfully compete in the war for sales talent. Ultimately, it doesn’t matter how great your culture is if you can’t offer sales professionals a competitive compensation plan.

Help! How Do I Coach a Millennial With Sales Talent?

The Center for Sales Strategy

And you may sometimes feel like many of the other sales managers I talk to every day…. They can be overly sensitive and more focused on making friends than making sales.”. So my attention is sharply focused on two things: Talent and Fit. sales management Talent coaching

Enabling the next generation of sales talent


This series is all about managing and developing Millennials, specifically in the Sales function of a company. You’ll also hear some insight into how to hire and manage millennials to drive sales and team success. In my last role, as Head of Channel Sales for Google’s U.S.

4 Steps to Break the February Sales Talent Exit

Sales Benchmark Index

Top sales performers are heading for the exits. Now is the time for HR and Sales leaders to break the cycle. In either case, it’s exit time for the best sales talent. Learn what customers value from the sales support team. Share the information with the sales force.

Why Your Top Sales Talent Fails at the Big Meeting

Sales Benchmark Index

Why the CEO is Frustrated with Executive Sales Talent

Sales Benchmark Index

Article Corporate Strategy Sales Strategy frustrated CEO sales leader sales leader competency sales leader success

3 Keys to Better Sales Talent Management


Selling is hard enough, but without the right people in place, ensuring your sales organization hits its numbers and increases company revenue becomes even more difficult

One Tip to Help Recruit Top Sales Talent (VIDEO)

The Center for Sales Strategy

hiring salespeople Talent sales management

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 ).

Effective Onboarding: The Key to Engaging and Retaining Top Sales Talent

Smart Selling Tools

We tend to think of onboarding as a one-time event as new sales reps are hired. Moreover, recent research “ Salesperson Onboarding ” by the Sales Management Association found that new hire success rate for sales reps is just 55%.

Maximize Your "B Player" Sales Talent in 2013

Sales Benchmark Index

By now, HR and Sales leaders have solidified their common 2013 goals. A comprehensive talent management plan is essential. Topgrading is a proven method for continuous talent improvement. For more details on how to grade talent, refer to Topgrading for Sales.)

The Coming Sales Talent Crisis, Part 2

Partners in Excellence

I wrote The Coming Sales Talent Crisis , focusing on the struggles our customers face in their buying journey. Helping our customers requires new sales skills. Since I’ve been writing this blog, we’ve seen a downward trend in sales and sales manager tenure.

How to Hire the Best Sales Talent.

MJ Hoffman

But how do you find the best talent? Here are my three tips when looking into finding the best talent. The best rep on your team has a buddy who is an awesome and gainfully employed rep on another sales manager’s team. How do sales in your company work?