Category Archives: sales talent

December 8th, 2014

Strategic Use of Assessments to Identify Sales Talent and Build Sales Dialogue Skills

sales-talent

Strategic Use of Assessments to Identify Sales Talent and Build Sales Dialogue Skills

Often in sales, it is the intangible qualities that separate a high-performing salesperson from an average one. These intangible qualities include some combination of a high-performer’s natural sales talent and the sales dialogue skills they actually demonstrate when interacting with clients and stakeholders. How do you accurately identify this mix of sales talent and selling skills to ensure that you know the “secret sauce” that makes someone a high-performing salesperson in your organization?

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December 2nd, 2013

Liar Liar – Take care when you hire!

liar-hire

Liar Liar – Take care when you hire!

Many of our clients are in the final stages of wrapping-up their strategic planning for 2014 and setting their sights on execution. For most organizations, hitting growth targets will require hiring more sales people and replacing underperformers with those with the potential to hit the number.

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May 13th, 2013

How to Update Sales Talent Profiles without Tanking Your Business

sales-talent

How to Update Sales Talent Profiles without Tanking Your Business

Tinkering with your profile of a successful sales rep is risky business, but what can you do when you know the talent that got you where you are today won’t get you where you need to go in the future? For example, maybe you need to transition from a product to a solution-led sale, manage accounts more strategically, or take a more assertive insight-led sales approach. Your business is constantly changing, and you probably have good reason to redefine the attributes of your future top performer. How can you make this transition to minimize risk and disruption?

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December 10th, 2012

6 Best Practices for High-volume Sales Hiring to Support Rapid Growth

Sales Hiring

6 Best Practices for High-volume Sales Hiring to Support Rapid Growth

What Makes High-volume Sales Hiring Unique?

Hiring is a part of any sizable business’s daily routine. The companies with the best HR functions help hiring managers find and select sales candidates with the best fit for the job, usually coming with something to offer as well as room for personal growth and development.

What about situations that require high-volume hiring with a goal to hire hundreds of sales people within a short period of time (often a calendar quarter)? There are many reasons for such ramp-ups, including:

Adding a new business unit Expanding into a new territory Keeping up with fast-paced growth Needing a dedicated sales force to sell a new product or service Wanting to upgrade your talent en masse

Recruiting, selecting, and onboarding large armies can be time-consuming and a strain on already tight resources. To be successful in high-volume sales hiring, follow these steps

1) Raise Awareness of Your Company and Open Positions.

The first step in high-volume sales hiring is raising awareness in your industry, region, or functional area. You want the market to know that your company has a large number of openings that it is trying to fill right away. This sends a positive message that business is strong and that you need more talent to keep up with rising demand.

Not all companies are household names or even well-known in business circles. » Continue Reading.

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