Category Archives: talent management

August 20th, 2014

Are Your Salespeople Poised to Sell to Today’s Buyers?

Are Your Salespeople Poised to Sell to Today’s Buyers?

Few people need convincing that considerable power and influence has shifted to customers and prospective buyers. Much of this has been driven by technology and access to information.

The challenge isn’t necessarily to recognize this change in the buying and selling environment, but to know what to do about it.

Sales organizations or individual reps mired in the old ways of selling are destined to fall short of their target and find themselves in trouble or replaced by those that “get it.” Are your sales reps poised to sell to today’s buyers? Are they confident doing so, is it a stretch, or is it far beyond their comfort zone?

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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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January 23rd, 2013

Common Myths About Sales And Sales Force Effectiveness

8 Common Myths About Sales And Sales Force Effectiveness 

This blog appears  courtesy of our partner HR Chally and was written by Scott Hudson 

Quantitative and scientifically rigorous research can often debunk long-held “traditional wisdom.” Modern “business-to-business” research measuring customer purchase choices, as well as  individual salesperson and sales force effectiveness, has provided many of the biggest surprises.

These top eight sales “Myth Breakers” account for many competitive sales failures.

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